Rita Ashley, Career Coach. Field tested advice for executives.

VP COMPENSATION is a hot topic.  For many people, Vice President is as high as they will go in their career.  When you are considering a new job, most people want to get all they can upfront.  They negotiate hard and leave nothing on the table. 

This is not the best strategy.  Compromise in some areas shows you are flexible and a team player.  If you play hardball and make hiring you difficult, the employer may just walk away.  How you negotiate is an indication of how you will behave when you are part of the team. 

Don’t be strident in your demainds; you are discussing budgets with people with whom you will work.  Pave the way for excellent work relations by listening to their point of view.  Be prepared.  Know what VP Compensation looks like in your geographic area and company type.   What your friends make in other companies is NOT a guide to what this particular company pays.

Be aware of tone of voice, facial expressions and any other subtle indications of reactions to your requests.  If you feel you have left too much on the table, tell the employer what you will do to earn the money and ask for a three month SALARY review.  Be specific with milestones and don’t forget to mention the resources you will need to achieve those goals.

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