One aspect of the job search process that often intimidates
job seekers of all experience levels is negotiating salary.
Whether you are a seasoned veteran or entry-level up and
comer, not having a plan in place for negotiating salary can lead
to an awkward situation.
The question that most entry-level job seekers ask is if they
should even negotiate at all. Many feel, due to their lack of
experience, that they should simply take the first offer that is
made and be grateful for the opportunity. While there is
something to be said for being willing to start at the bottom and
work your way up, there’s no reason to accept an offer that isn’t
commensurate with what others in your position are receiving.
So, how do you negotiate a fair salary without jeopardizing the job
offer? Below are rules that you will want to keep in mind
before negotiating:
- It’s ok to negotiate – even though you may not have many years
of experience, negotiating salary may increase your value in the
eyes of the employer. Your ability to negotiate will
demonstrate how you conduct yourself in a business setting and earn
you a higher level of respect.
- Take stock of your personal situation – know your personal
financial need and desire. This is your “must have” in order
to join the organization.
- As always, do your homework – develop a strategy before
beginning the negotiation process. Being well-prepared will
increase your chance for success. Research the normal salary
range for the type of position you are being offered in your
geographic area and have a thorough understanding of the industry
and company. This will give you a range of salaries to begin
with that is fair and acceptable. The Internet contains many
salary surveys that might be useful, while many professional
associations also provide this type of data.
- Fully understand the offer – before negotiating, be sure to
completely understand what is being offered. Make sure you
have a clear understanding of the job requirements and
expectations, salary, company benefits and any other perks.
This will enable you to develop a negotiation strategy based
on the total financial package.
- Let them bring up salary – during the interview process,
employers often ask your salary range. Let them be the first
to bring this topic up. Once asked, reaffirm your interest in
the job and give a range that is acceptable to you and in line with
what others in your position are receiving or respond to the
interviewer by asking, “what is the range for this position?”
- Be patient – you’ll want to wait until after the job has been
officially offered before you begin to negotiate salary.
Remember, the offer is not official until you receive it in
writing. Once the offer has been made, don’t feel the need to
respond immediately. Take time to thoroughly study the offer
and develop a negotiation strategy if necessary. Be wary of
an employer that asks you to make a decision “on the spot.”
It’s completely acceptable to ask for time to review and
consider the offer.
Once an offer has been made and you have determined that
negotiations are necessary, you’ll need a plan for doing this as
well. Below are tips for a successful negotiation:
- If possible negotiate in person. This demonstrates an
ability to conduct business in a face-to-face environment.
However, if you received the job offer via e-mail and you
have determined that this is the preferred method of communication
for the hiring manager, it has become acceptable to negotiate via
e-mail.
- Recognize areas of concern beforehand so you can plan on how to
address them when brought up during the negotiation.
- Develop a negotiation agenda and prioritize. This will
allow you to organize your thoughts and be ready for the
negotiation process.
- Keep your needs fair – the goal is to come to an agreement that
is fair and acceptable for both parties.
- Once you have agreed on an offer, stick to it. Job offers can
be pulled away when potential employees try to renegotiate after an
offer has been accepted.
