Using Precedent Power in Salary Negotiations

Notes on Negotiations
Written by Marty Latz, Latz Negotiation Institute

I was recently interviewed by Jacquelyn Smith of Forbes for her article, If You Can’t Get More Money, Get More Perks.  Here is one of my suggestions for getting what you want:

In order to get the perks you want, you have to find out what kind of precedent exists. By doing your homework, you can find out what the company has offered employees in the past, and this would help you justify why it should be offered to you.

How can you find this and other supporting information?  Ask co-workers, peers in the field and industry associates. Consult with a human resources expert or headhunter. Check salary surveys (e.g., And be sure to find out what standards your boss considers the “most fair” and how he or she values your contribution.


Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts’ proven research.  He is also the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004). He can be reached at 480-951-3222 or

ICLEF • Indiana Continuing Legal Education Forum, Indianapolis, IN

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