You landed the job interview, you
impressed them with your credentials, skill set and enthusiasm, and now you've
been called back for a second interview. You know they want to hire you.
The problem is, you'd like more
money than they're prepared to offer. How do you persuade the decision-makers
to offer you a higher starting salary without taking yourself out of the
running for the job?
It's all in the preparation,
attitude and presentation. Here are eight tips to negotiate a higher starting
salary.
use
your marketing skills
1-
Do your research
Learn as much as you can about the
pay scale of the company that wants to hire you. Find out the industry average,
as well. You may aspire to a career in scheduling at a major airline, but if
the company's practice is to hire from within, you might need to accept an entry-level
position. Union constraints may limit any flexibility on salary levels, no
matter how many university degrees you have.
As part of your research, you need
to have a clear idea of what your minimum salary expectations are. Do the math
in advance and decide what your deal-breaker point is. There's no point wasting
your time — and the company's — interviewing for a low-paying job in a company
or industry that may not be able to offer the wages you need.
2-
Don't tip your hand
Leave the salary expectation
question blank on application forms, and don't mention a specific salary level
in your cover letters. You want to get past the paper screening into the
"to be considered" file without anyone thinking your anticipated
salary is too high. You also don't want to lock yourself into accepting an
offer of $55,000 per year if the decision-makers had budgeted up to $70,000 to
fill the vacancy.
3-
Understand your value
Consider whether you are in a
position of power. If you're in high demand elsewhere, you have leverage. Draw
attention to it, but be careful not to emphasize it too much. Avoid acting
overly confident or cocky. It's OK to mention that you have interviews at other
companies, but don't try to force a favorable decision.
4-
Let the company bring up the salary negotiation issue
Avoid being the first to propose a
salary figure. Tell them you're interested in a mutually rewarding career with
the company and you're sure you can agree on an acceptable compensation
package. If you're backed into a corner, introduce your salary range, but make
it clear that it is "up for discussion." Don't ramble on. Say what
you have to and then be quiet and listen.
You need to be ready to negotiate if
you want a higher starting salary...
Prepare
to negotiate
5-
Emphasize the benefits of your skills
When you talk about your last job,
describe your accomplishments. Quantify your successes in terms of cost
savings, increased productivity and overall contribution to the company. This
will help the interviewers recognize the benefits of having you join their
team, and will help boost the salary offer. If you earned performance bonuses
or incentive awards, mention those so that you'll be viewed as an achiever,
well worth top dollar.
6-
Don't blink
Listen to how the offer is
presented. When the interviewer or prospective new boss states a salary figure,
nod your head to signify you're considering it, but keep quiet. If they're
low-balling you, the figure could make a quick jump in those few moments of
consideration.
7-
Be reasonable
From your research, you know the
offer is low. What do you counter at? If you choose 10%, you may have to accept
a saw-off at 5%. Don't be confrontational. It's a calculated risk to walk away
from a job offer. They might call you back with a revised starting salary or
they might just close your file and hire someone else if they feel you've been
greedy, arrogant or overly demanding.
8-
Be flexible
If you want this job, consider
agreeing to start at the salary level they're offering, so long as they offer
additional bonuses for specific accomplishments. Be prepared to define them. Money
is important, but consider the complete compensation package. Negotiate other
perks and benefits and get them in writing. Ask about the frequency of
potential salary increases. As with any negotiation, your goal is to create a
win-win situation.
believe
in yourself
Sometimes the only way you can get a
higher starting salary is by being actively sought for your position. Other
times, you may have to demonstrate that you have the exact skills the company
needs and, if you play your cards right, you may land the job you want at a
salary level beyond your dreams.
In all cases, being well prepared,
using a little psychology, and practicing your marketing and negotiation skills
will help you maximize the salary offer.
