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Dealing with the salary question is
often the most difficult interview question facing
job seekers. Most job seekers feel understandably
anxious, embarrassed and uncomfortable when the
time comes to discuss salaries. Advice such as "never
bring up the issue of salary, let the interviewer
say it first," is rarely helpful if you don't
have any idea of how to respond when the topic does
come up.
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The Top Twelve Tips to Negotiating
Salary in an Interview:
1. Be prepared
Before going to the interview, it's crucial to research
the company and salary range for the position you
are applying for persons with your background and
experience. Have a salary range in mind and be prepared
to discuss these figures once salary negotiation
has come up.
2. Know your absolute bottom line
Know what your minimum salary range must be to support
the life you want to live. So decide, before you
go into an interview, what salary you want to earn,
what you need to live on, and what you will be willing
to settle for.
3. Market yourself
Emphasise the reasons you should get the offer.
Document your skills and accomplishments, and be
prepared to talk about them.
4. Never discuss salary until you have a
job offer
If you do, you could price yourself out of a job
before the employer is convinced they need you.
If pressed by the interviewers, tell them you're
flexible and would be happy to discuss salary when
you learn more about the job.
5. Get the employer to disclose salary before
you do
Don't be the first to mention salary during the
interview. Let the employer bring it up as many
times as necessary until you feel ready.
6. When questioned about desired salary
The best response is one that returns the employer's
ball back into his court: You can say, "what
kind of salary range are you working with?"
or "Well, I'd like to make as much as other
employees with my qualifications." or "What
is a typical salary for this position?" Another
strategy is to avoid a specific salary and name
a pay range instead.
7. Do not disclose past salary
Once your past salary is on the table, your negotiating
edge goes out the window. By not disclosing exactly
what your current salary is or exactly what it would
take to get you to leave your current job, you'll
force a potential employer to make its best offer.
8. Don't forget the value of benefits and
perks when negotiating a salary
Sometimes the salary offered may seem low, low enough
for you to turn down the job. Benefits and perks
can add up to 40 percent to your basic salary. Some
benefits are fixed, but others are negotiable such
as stock options, bonuses, employee discounts, training,
holiday time and sick leave.
9. Make your salary discussion a friendly
experience
Be amicable when discussing salary. You should make
the employer feel that you are on the same side
and working together to find a package that would
satisfy everyone's needs.
10. Don't say yes to an offer right away
Be enthusiastic and appreciative when you get the
job offer, but ask for at least 24 hours to respond.
This gives you time to get over your initial joy
at being selected. If you feel the salary is insufficient,
express your concern to the employer when asking
for time to consider the offer. You'll find out
right away whether the salary quoted is set in stone
or is flexible.
11. Get it in writing
Once you have accepted a job offer and salary level,
be sure to get it in writing.
12. Declining an offer
If you decide not to accept the offer, make sure
you leave on the best of terms. Treat every offer
seriously and graciously. You can never tell who
you may be doing business with in the future so
don't burn any bridges.
Never underestimate the importance of negotiating
salary in an interview. Employers tend to prefer
those candidates who already earn a greater income.
While these candidates cost more to employ, their
higher incoming salaries are assumed to reflect
greater competence, initiative and achievement.
So it's in your interest to pursue income increases
at every legitimate opportunity.
Firstly, you immediately increase your income each
time you succeed.
Secondly, you make yourself more desirable as a
candidate for your next position.
And lastly, you increase your future income; the
higher your salary/benefit package going into a
new job, the better the offer a prospective employee
must make to attract you. |
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