1. Research the salary range of comparable jobs.
    This step is crucial: you'll see why in step #3. Don't wait to check out the salary range; do so before your first interview. Places to get salary information: Salary.com and Jobstar.org.

  2. Negotiate the job before the salary.
    As you interview, make inquiries about more than just the job's responsibilities. It is important to find out what challenges the employer has, and how the new employee can contribute to solving them. Ask your potential supervisor, "How could the person who gets this job make your work easier or more successful?"

    Then explain to the employer (right then, or in a follow-up letter) what additional responsibilities you could take on to help them. This isn't always possible, but if it is, you've expanded the job - and your ability to make a case for a higher salary.

  3. Try to delay talking money until you have an offer.
    Understand leverage. You have maximum leverage at the time when an offer is made, not before. They want you, and are looking forward to the work you will take off their hands. You are in the driver's seat, and this is the very best time to negotiate. Can you pull off waiting till then? Often you can wait, but not always. HR people are increasingly pressing candidates for salary requirements early in the process, sometimes even in telephone screenings.

    Here is what you might say: "I have been fortunate to work for organizations that paid very competitively. Based on my research, your organization also pays competitively". Then, ask a question. If you are pressed, give a very wide range that includes your lowest past salary, without benefits included, and your highest, with bonus and all benefits included. The purpose is to avoid under- or over-pricing yourself for the position.

    Most, but not all, salary experts suggest holding off talking salary until the employer has decided you are the person for the job, and the employer has made a specific dollar offer. Note that some experts disagree with the general "hold off" wisdom. They contend that both you and the employer can save time if you state your salary requirements up front. If you go this route, use a salary range, not a specific number. Be sure you can live with the lowest figure you give.

  4. Once you have an offer, negotiate for a win-win.
    A survey of HR managers found that 80% expect applicants to negotiate. That means they are preparing for negotiations by offering less than their maximum.

    Consider using silence. Once you have a specific salary and job offer, try the following: Repeat the figure. Stop there, or ask, "Can you go higher?" Then use silence: about 30 seconds is best. Don't get tempted to fill up the silence - use it to think, or just count to thirty slowly, perhaps looking down or away. Role play this with a friend. It's hard for most people, but it can pay you good dividends.

    Refer to your research on range. Sometimes the silence will prompt the employer to offer a slightly higher figure on the spot. If the offer still sounds too low, say something like "From my research I estimate that this kind of position for someone with my qualifications generally pays in the range of X to Y. What can you do in that range?" (the range you give should bracket the high end of your research). See how the employer responds, and check out the body language. Try to move the figure up by stressing your best qualifications and your research on job ranges. If the figure goes up, indicate that it's in your range, and say that you'd like to explore the rest of the offer.

    Move on to other elements of compensation. What if the salary figure stays too low? Be polite and up-beat. Stay the person they want to hire - the one who can handle stress. Without agreeing or disagreeing, move on to explore other parts of the package - an early performance review, vacation time, family health insurance coverage, flex time, etc. Perhaps the employer can't improve on salary, but can be flexible on other things.

    Keep your priority items in mind. Go into your negotiation knowing what your priorities are. It's fine to make a list in priority order. What if you get satisfactory offers on your top few priorities? Should you negotiate everything on your list? Usually not - you don't want to appear greedy. Talk about your priority items first. Once the package starts to match your initial hopes, read the situation and don't ask about every single one of the items on your list. If the package doesn't look so good, explore with the employer what could be done to improve it. Your long list may come in handy.

    Overcome fears, and stay positive. Make your negotiation a win-win by using it to explore options, not make demands. Most people are nervous about negotiating, because they think it has to be an unpleasant confrontation. Be sure you stay the same terrific person they judged you to be when they made you the offer. Ask questions, explore possibilities and state desires, but don't demand or threaten. You may lose the offer if you get unpleasant. Or you may get your relationship with your boss off to a bad start.

  5. Be enthusiastic, but don't accept yet. Ask for time to review the offer.
    You might jot things down as you talk, and then review briefly what you have understood to be the offer. Then, be very enthusiastic about the position, making a contribution, and supporting their mission. They want you to want them, not just the money.

    Don't preempt further negotiation or changes. Why postpone a definitive acceptance right then? First, you need to get past your initial emotional reaction, and consider the offer carefully. Second, even if it's great, you need to get it in writing - in a letter or email. You may have heard something differently than it was intended. Finally, you need something in writing in case memories fade or your interviewer leaves the organization. Ask for some time - several days or even a week is reasonable.

  6. Accelerate any other offers, and decide, confirming the offer and your acceptance in writing.
    Depending on your level, you should secure a contract, or at least a letter or email with specifics. Be sure to get the offer in writing before you turn down other offers, or tell other potential employers you are no longer available. And once the offer is firm, be sure to notify and thank these potential employers, as well as the many people who helped you along your job search way. Don't cut off your networking contacts now that you have a job. Stay in touch, and give back when you have information that can help them.



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