What's the best way to negotiate salary & vacation days?

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datediscrete

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One prospective software employer is offering me $50,000 more commission ability for meeting quota; however, the base salary he's offering is $33,600 less than I make currently. What can I offer him to increase the base? (Obviously, number one will be selling my own value, which I've done verbally but will do on his marker board when we run through the numbers next Tuesday.)

Any good referrals to salary negotiating books are welcome as well.
 
Good question. This negotiation could be a little tricky. From many years of experience with hiring managers who hire salespeople, I know that many believe that good salespeople are the ones who could care less about base -- they like the thrill of the hunt. Somehow you need to convey that sense while still maximizing your salary. If you can build a case, like "I have a family, and a certain baseline that I just can't compromise," that might work. Or, you can point out that leaving your current job involves risk and a lot of extra effort (and perhaps a loss of established book of business) and while the ability to make more via more potential commission is great, why would you give up base salary? As for vacation, same basic approach "I've got x amount of vacation, and I really don't want to give that up." Good luck!
 
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