By Angela M. Cranon, M.A.
Negotiating a salary is probably one of the most difficult parts of a job interview. It could also be one of your worst moments if you are not satisfied after accepting the offer.
It’s not always easy to talk about the salary at an interview, even though the employer knows that you are eager to get to that point. Somehow asking about the salary has become a major taboo, as though you want the salary, not necessarily the job that comes along with it. But let’s face it, salaries attract job seekers, even if the job doesn’t become a long-term career. Sometimes you just want to get into the door of a company and make a good salary to start.
A mistake job seekers who become very desperate for employment end up making is asking for a salary that is just too low. Big mistake, especially when you find out, after accepting the position, that the last person was making much more. Ouch! That really hurts and you begin to regret accepting the job, and even promising to do all of the tasks that come along with the job. On the other side of the coin, the regret can also come from asking for a salary that is too high and you’ve just excluded yourself from a potential hire.
To prepare for that big question, “What kind of salary are you looking for?”, do your homework and be smart about it before negotiating with a company. Be prepared and don’t talk about a salary too soon. Let them ask the question. However, keep in mind that the employer will usually negotiate down and never up the salary chart.
Here are other tips on getting the salary you deserve:
- Research the job title and match it up with your experience to see what salaries are being paid at other companies. Use these companies as an example when negotiating salary and experience.
- If there is a salary range, and you have very “limited” experience, avoid taking the top salary. Instead, work with the employer and go mid-way, but never at the bottom. If you are right out of college, throw in your other skills, such as good character, well-organized, prompt, deadline-oriented, and so forth. Just because a person has experience does not mean that they have all of the other skills that a company desires in a candidate.
- If you want the highest salary on the chart, point out your expertise, quality of work, dedication, and longevity with past employers.
- Never settle or avoid negotiating, which gives the power to the employer. Always have a bottom-line figure in mind before walking into salary negotiations. Never try to make that decision on the spot. If they make you an offer, and you have not thought about it, tell them you will consider the package they are offering and let them know by the end of the day or the next day what would work for both of you.
Never let them know your bottom-line of what you will accept. Let them know that you will consider a figure after you look at the entire package deal you are being offered.
- Don’t compare your lower salary with the new job offer. Employers like to compare your past salaries, especially if they were much lower than their salary scale, by pointing out that their lowest salary is much more than if you stayed at your previous job. Your past salaries have nothing to do with new negotiations. When leaving a job, most people want to make a higher salary, substantially, so your past salary should not be a guideline point for you or the employer. Base your salary request on your new tasks, experiences, and what you have to offer to the company.
- When negotiating, you should have already made a list of what it takes for you to survive and live comfortably. Figure out your lowest salary that will give you the comfort you deserve for working 40 plus hours per week.
- If the employer offers you a salary and you really do not like it, wait at least 24 to 48 hours before declining or accepting it. Your first thought would be to decline it because you can’t believe they are offering something so low. However, factor in the company benefits, healthcare plans, and convenience before turning this opportunity down. If you are not satisfied with the lower salary, ask how often raises are given. It might not be long before you actually are making the salary you desire.
- Don’t negotiate a salary to death. Employers don’t have time to go back and forth too many times, unless it is a high-powered executive position where negotiations could take days and even weeks. Be reasonable, but stick to your guns. You must determine, however, how badly you want the job and if negotiating a salary back and forth and risking the employer’s decline is worth it. Decide this before negotiations begin.
The bottom line is whatever you end up accepting, live with it and with no regrets. Do the best you can to move up the ladder, and equally important, be even smarter at negotiating a salary at the next job interview.
