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The job market is the best it's been in 20 years. The Commerce Department estimates that U.S. businesses will need to hire one million new computer scientists, engineers, systems analysts and computer programmers by 2005. | 11 Commandments For Smart Negotiating By Lee Miller The job market is the best it s been in 20 years. The Commerce Department estimates that U.S. businesses will need to hire one million new computer scientists engineers systems analysts and computer programmers by 2005. Yet graduates with degrees in computer science are being produced at a fraction of the rate needed. The Information Technology Association of America reports 190 000 current job openings for web experts and other information-technology specialists and similar shortages are cropping up in other industries as well. These market conditions provide a great opportunity to negotiate an excellent compensation package but only if you understand how. There are 11 basic commandments to help you negotiate the best possible deal when changing jobs whether internally or with a new company. They are 1. Be prepared. The more information you have about your market value and the prospective employer the greater your likelihood of success. This is the first commandment because it s the most important. There s a wealth of information available on the Internet at the public library and through professional associations and networking groups. Time spent learning how to negotiate and preparing for negotiations may be the best investment you ll ever make. 2. Recognize that employment negotiations are different. When the negotiations are over you ll have to work with the person with whom you re negotiating. Moreover your future success may depend on that person. So while you want to negotiate the best possible deal you need to do so in a way that doesn t damage your image. At the same time the employer s primary concern isn t negotiating the least expensive compensation package it can get away with. Rather their focus will be on getting you to accept the job. 3. Understand your needs and those of the employer. To be successful in this type of negotiation you need to examine your priorities. What do you really want Are you
