After last week’s post, you know how to handle salary questions, but how can you make sure you’re getting a fair offer and not leaving money on the table? Salary negotiation can be scary and intimidating, but it’s important to ensure you get paid fairly. Here are a few basic tips to get you started:
- Start by ascertaining what you’re worth. You can do this by looking up your current or desired job title on com and PayScale.com, and looking up your prospective employer and job title on Glassdoor.com. I recommend looking in all three places so you’re confident about the info you find.
- Add your experience, education, and expertise to the mix. If you’re new or relatively inexperienced, aim more for the middle-range of the salaries you find online. If you have some unique and sought-after skills, price yourself higher. Consider, too, your physical location, since some places have higher pay because of higher costs of living.
- Sort out what you want to say. You can make this a list of talking points, including your background and training. Note anything that sets you apart. Focus on what you have to offer rather than your needs. For example, you might think about saying something like, “Since I have a master’s degree and experience with Salesforce, it looks like a typical pay range would closer to $75,000 annually. Is there room for negotiation?”
- Ask for more than you truly expect—it’s a negotiation, after all, and they are likely to respond with a lower number. And if they just agree to your higher number, then bonus!
- Practice what you want to say so it feels comfortable. You can ask a friend or family member to rehearse with you, and to give you pointers. The conversation can feel very awkward, so the more you practice, the better off you’ll be when it comes time for the real deal. Practice until you either feel confident or can fake it convincingly. (You’re still allowed to feel some impostor syndrome, but don’t let it color your conversation.)
- Note any expenses you might incur because of the new job, and add them to the mix. For example, if you’re relocating for the job, there are associated moving costs, which you can ask for during the negotiation.
- If they say no, ask about benefits. In fact, ask about benefits either way. You may be able to secure more vacation time, a flexible schedule, working from home, a gym membership, a bus pass, stock options, etc. Benefits can add a lot of value, and can sometimes make a slightly low salary acceptable.
- Get the offer in writing. You are free to verbally accept, but make sure to say something about getting the former offer in writing: “Thank you so much. I am excited about this opportunity, and will be happy to accept the formal written offer.” This clarifies what you have agreed to and serves as a little bit of protection for you in case someone tries to pull a fast one.
- Keep your exchanges, verbal and written, positive and friendly. You may get frustrated with the process, but complain to your friends or hit a pillow and then smile at your potential new employer. If you wind up taking the position, you don’t want to be marked as difficult from the start. If you don’t take the offer, you still don’t want them to talk about you behind closed doors—your professional reputation will not emerge better for that.
- Don’t be afraid to walk away. If an employer simply can’t meet your expectations, you can say no. I know it’s an unnerving sensation, but you’re worth what you’re worth, and if they can’t meet your needs, you will ultimately become unhappy or burned out in the job. If you do decline the offer, stay positive and thank them for the opportunity. They may even come back to you with a better offer!
