After the Interview
Negotiating Salary
Negotiating salary can be difficult, but if done successfully, it can make an impact not only in your current position, but future careers as well.
What is negotiation?
- “Communication between two or more parties to determine the nature of future behavior.” –Roger J. Volkema
3 Questions of Negotiation:
- What do you want?
- Why should they negotiate with you?
- What are your alternatives?
Steps in the Negotiating Process:
- Research the “going rate” of the field and level of position you are applying to.
- Research the cost of living and your expenses
- Calculate the minimum salary you would be willing to accept
- Ask for a salary range for the position you are applying for (this should be after a job offer is made or if the employer initiates salary questioning)
- Answer negotiating questions with tact and provide supporting evidence that you based your negotiation on
Negotiating Salary Mistakes:
- Not doing research prior to negotiating
- Not knowing how much you’re truly worth—either over-valuing or under-valuing your worth
- Personalizing salary issues—believing that salary is assigned to the person, not the position
- Negotiating via telephone
- Forgetting to calculate benefits as part of the compensation package
- Quickly accepting offers instead of using time as a negotiating tool
- Playing “hard to get” when you don’t have leverage
- Lying about past salary or experiences
- Approaching negotiations based on need instead of qualifications and promises of performance
- Prematurely discussing salary in a job negotiation
Information Provided by: Dynamite Salary Negotiation: Know what you’re Worth and Get It! By Ronald L. Krannich and Caryl Rae Krannick, Ph.Ds
General Salary Negotiation:
Women and Negotiating Salary:
