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?
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.
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.
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 emphasise it too much. Avoid acting overly confident or cocky. It’s okay to mention that you have interviews at other companies, but don’t try to force a favourable decision.
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.
Emphasise 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 recognise the benefits of having you join their team, and will help boost the salary offer.
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.
Be reasonable: From your research, you know the offer is low. What do you counter at? If you choose ten per cent, you may have to accept a saw-off at five per cent. 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.
Source: askmen.com/careers
