More Proof That Effective Negotiation Is A Critical Skill — 100 Items To Negotiate For

– Posted in: negotiate and close the offer

effective negotiation checklistEffective negotiation is a critical skill for everyone — in the last month, I have led five negotiation workshops for HS students all the way to senior executives. Negotiation touches all facets of your career – from finding a job to advancing your career to making changes to optimizing where you are. In a recent Forbes post, I answered one of the most frequent negotiation questions I hear: What do you do if the other side says No?

Another question I get a lot is what to ask for during a negotiation. There are so many items to negotiate that you are only limited by your imagination. Of course, not everything is a priority, and it is worthwhile to know in advance what your deal-breakers are and where you are willing to compromise. However, it is also helpful to let your wish list run amok and think of all the things on your career journey that are negotiable. Seeing how many items are possibly on the negotiation table can help you realize that there are many different solutions. When you see multiple possibilities for what an effective negotiation could look like, you can stay flexible, get creative and remain optimistic that there is a win-win solution for both you and the other side.

Here are 100 (yes, 100!) items to negotiate for:

  1. Base salary
  2. Sign-on bonus
  3. Relocation money
  4. Structure of relocation package – e.g., get a lump sum rather than having to submit expenses
  5. Performance bonus
  6. Guaranteed minimum performance bonus
  7. Equity in the company
  8. Accelerated vesting of equity
  9. Profit-sharing
  10. Guaranteed minimum profit-share
  11. Sales commission or other performance-based incentive
  12. Structure of commissions/ incentives – can you get a higher % once you hit a certain sales #?
  13. Early raise consideration
  14. Guaranteed minimum raise
  15. Title
  16. Guaranteed title promotion at a certain date
  17. Vacation time
  18. Summer Fridays or extra time when work is slow
  19. Time off to volunteer
  20. When you start
  21. When you have to make a decision to accept an offer
  22. Earlier vesting of benefits
  23. Guaranteed severance – e.g., in the event you join but then the company gets acquired and eliminates your role
  24. How severance is paid – e.g., in a lump sum or as if you’re on payroll
  25. Whether bonus or equity is included in a severance payout
  26. How bonus or equity is calculated in a severance payout
  27. Outplacement help
  28. Parking or other commuter benefit
  29. Tuition reimbursement
  30. Conference or other professional membership budget
  31. Travel & expense budget
  32. Size of team
  33. Ability to hire a certain number of people
  34. Ability to hire a direct report or colleague from your previous company
  35. Budget/ P&L you oversee
  36. Ability to work remotely – work on the beach!
  37. Ability to work fewer days, longer hours
  38. Ability to start early or end late
  39. Ability to work part-time
  40. Ability to work part-time and keep your full-time benefits
  41. Ability to work part-time and keep your full-time benefits and pay
  42. Ability to job share
  43. Ability to work for other clients while you have your job
  44. Budget to travel home at set periods – useful if your job relocates but your family does not
  45. Can I bring my dog to work?
  46. Move from an open cubicle to an office with a door
  47. Move to a bigger office
  48. Update your equipment – e.g., upgrade your laptop or mobile device
  49. Reimbursement for classes outside of the official tuition plan
  50. Reimbursement for services outside of the official wellness/ employee assistance plan
  51. Clothing allowance (I got one of these – it’s doable!)
  52. Can you dress casually on Fridays? During summer?
  53. Classes or coaching for skills you need
  54. Whether you can choose your own program or coach v. getting assigned
  55. Introductions to people in departments you’re interested in
  56. Visibility to senior management (e.g., attending meetings, presenting)
  57. Visibility in your industry (e.g., representing the company at a conference or recruiting event)
  58. Mentoring support – e.g., introductions, nomination for company mentor program if available
  59. Affinity group support – if your company doesn’t have these affinity or employee resource groups, get help starting one
  60. Move to a different department
  61. Move to a different manager
  62. Move to a different office location
  63. Move to an international location
  64. Get relocation money to move you abroad
  65. Keep your salary constant even if you move to a lower cost location
  66. Get additional people for your team (or your first direct report!)
  67. Get additional budget (or your first crack at a budget!)
  68. Get on a cross-functional project
  69. Get on a different client
  70. Work with a department you’re interested in
  71. Take on additional responsibilities
  72. Get additional money for additional responsibilities
  73. Get a title bump for additional responsibilities
  74. Get bonus eligibility for additional responsibilities
  75. Get a retroactive raise for having taken on additional responsibilities previously
  76. Get retroactive bonus credit for having taken on additional responsibilities previously
  77. Help with a difficult manager – e.g., HR sits in on a contentious performance review
  78. Help with a difficult colleague – e.g., your manager intercedes when a colleague isn’t performing
  79. Help from HR for an ethics or compliance violation – e.g., harassment
  80. Boundaries with your manager – e.g., no emails during vacation
  81. Boundaries with your colleague – e.g., do not disturb when the door is closed
  82. Boundaries with your team – e.g., your friendly direct report doesn’t press on the friendship when asking about work exceptions
  83. Extending a deadline
  84. Getting temporary help on a big project
  85. Borrowing staff from another department for a big project
  86. Collecting information from a colleague who doesn’t report to you
  87. Getting help from a colleague who doesn’t report to you
  88. Getting buy-in from a colleague who doesn’t report to you or a personal more senior to you
  89. Getting due credit for work you produced but your colleague claims credit for
  90. Getting due credit for work you produced but your manager claims credit for
  91. More information on your performance – e.g., your official review has not details
  92. More frequent information on your performance – e.g., feedback after a big project rather than just once a year or whenever you ask
  93. Reconsideration if you disagree on your performance evaluation
  94. Support to turn around a negative performance evaluation – e.g., coaching help, time to fix the problem
  95. Neutral reference if you are terminated
  96. When you leave
  97. Ability to get out of a non-compete you signed when you leave
  98. Ability to take a direct report or team member with you when you leave
  99. Transition from employee to consultant within your company
  100. Funding from your company to launch a product or start a new group

As you can see there are a lot of items that are negotiable. Not all will apply in every situation – your career includes both highs and lows. You will also not encounter every situation – you may never want to start something entrepreneurial in or out of your company, you may never leave involuntarily, you may never have a dog you want to take to work. However, effective negotiation requires that you stay flexible and have alternative options to brainstorm with the other side. So, it’s important to stretch your thinking into what is up for negotiation. Almost everything is negotiable!

What have you negotiated for that’s not on this list?

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