The message for the candidate is this: If you want to make a deal, you've got to act like a dealmaker. That doesn't mean you should try to out-negotiate the company. A successful negotiation is one that leaves both sides feeling that they've won something. If you operate that way and you still lose - if you think you've found the right company, but you can't get what you want - then stop and assess the things that you did get. Do those things improve your opinion of the company? Or did the company give you things that are easy for it to give, and not the extras that are meaningful to you?
Negotiating for, say, a fully outfitted home office or the chance to work on the company's hottest team might be risky. You might even get a reputation as a prima donna. But whatever the risk, always be an advocate for yourself. Even if you're shot down, you might be better off: You'll have another data point to help you decide whether you and the company make a good fit.
Coordinates: Russ Campanello, campanello@aol.com
Senior Editor Bill Breen bbreen@fastcompany.com rides shotgun on Fast Company's NetWork section.
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