Basic Salary Negotiation Skills
- Research your profession’s salary range
Check with recruiters, competitors, the U.S. Department
of Labor’s Occupational Outlook Handbook and the
Internet.
- Select a target salary or salary range
You may not get the amount you want, but having
a specific range gets you close.
- Don’t initiate salary discussions
Wait for the interviewer to bring up the
subject. The most appropriate time to discuss salary is
at the end of the interview process or when an employer
makes a job offer.
- When asked for your salary requirements say
they are “negotiable”
Salary should be discussed during an interview
situation. Do not write amounts on applications, cover
letters, etc. unless requested, then supply employer
with a salary range only. Without knowing about the
position and the benefits, you can’t select a salary
figure.
- When asked for your salary requirements
reply by asking the interviewer to share the position’s
salary range
If this person can’t answer your question, ask
who can.
- Discuss benefits separately from salary
Insurance, tuition reimbursement, vacation/sick
leave, stock options, bonuses, etc.
- Analyze all benefit packages with a family
member or friend, or with an investment or financial
professional
Get a second opinion and objectivity.
- Consider the cost of living if you’re
relocating
Adjust your income based on life style.
- In discussing why you deserve a substantial
increase, use examples
Provide accomplishments and emphasize abilities
that prove your value. Comparisons to your current or
old salary are irrelevant.
- Always assume a firm’s first offer is
negotiable and never accept an offer at the interview
Express strong interest, but discuss your offer
with others you trust before accepting. If the salary
offered is too low, ask for a higher salary. The
employer will either agree or make a counteroffer. Tell
the interviewer when you will contact him or her with
your decision. Make sure to get all offers in writing.
Statements
Salary is negotiable and a topic I prefer to
discuss in an interview situation. What is the salary range
for this position? I am looking to be paid a competitive
salary based on my experience and accomplishments. What was
the salary range for the last individual who had this
position? I am willing to accept a fair salary based on the
responsibilities of the job.
Internet Sources for Salary Information
www.salary.com - salaries based on job title and
geographic location
stats.bls.gov/ocohome.htm - Occupational Outlook Handbook
Other resources
Periodicals & Newspapers, Trade & Professional
Journals and Associations, Recruiters & Employment Agencies
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