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.
The Top
Twelve Tips to Negotiating Salary in an Interview:
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.
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.
Market
yourself.
Emphasise the
reasons you should get the offer. Document your skills and
accomplishments, and be prepared to talk about them.
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.
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.
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. Say: "I was thinking of a salary in the ?25,000 to ?35,000
range."
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.
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.
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Debbie O'Halloran - Career Columnist. |
