Julia Penny asked:

Research on negotiating salary shows that up to 80 percent of job offers are negotiable but that only a small number of job candidates actually enter into negotiations of the job offer and salary with prospective employers. The main reason given is that candidates feel ill-equipped to negotiate and as a result are intimidated by the negotiation process. You don’t have to be an expert negotiator to successfully negotiate a job offer. Knowing these basic negotiation strategies helps you to properly plan your salary negotiation and feel confident in the negotiation process.

Delay the salary discussion for as long as possible in the hiring process

The best time for  negotiating salary is after a firm job offer has been made. Your negotiating power is at its peak when the company has been convinced of your potential value to them and has decided that you are the best candidate for the job. If the salary question comes up early in the interview process it is best to remain as non committal as possible and suggest that your salary requirements are “open” or “negotiable” until you have learned more about the job. If pressed to give an amount state a wide range within which your salary requirements fall. Avoid giving  a specific salary figure on the application form and rather put “competitive” or “open to discussion”.

Find out the value of your skills in the marketplace

Information is your greatest tool in negotiating salary. Research your competitive market value. What are other organizations in your field and geographical area paying for your skills and experience? It is much easier to persuade the company to agree with your salary request if your negotiation proposal is firmly based in hard fact such as what people with similar skills and in similar jobs are currently earning. You can research salary data in a number of ways including visiting various free salary websites, asking people in similar positions, calling professional and trade associations, asking recruiters and employment agents and looking at similar job postings.

Know what you are worth to this specific company

Understanding your company-value helps you determine your real bargaining power. What is your value to this particular company? Consider factors such as the supply and demand ratio of your skills and experience in this industry and area, the number of candidates the company has interviewed, how urgently the company needs to fill the job and the direct and indirect contribution to company profitability of this position.

Evaluate the entire compensation package

Benefits can contribute up to 30 percent of the whole compensation package. Include the benefits in your salary calculations to get a more accurate picture of the dollar value of the whole compensation package. Put a direct dollar value on benefits such as medical, dental and life insurance, company bonuses, profit sharing, direct expense coverage such as parking, phone etc, company services such as child care and paid overtime. Decide which aspects are important to you and what you can negotiate to balance the base salary.

Calculate a realistic salary range to negotiate within

Work out how much you need to earn to cover your expenses. For each expense work out the amount of money you need and the amount of money you would like. The total of each amount provides you with an acceptable salary range within which you can negotiate. You will use this data for your salary decisions. However during the negotiations it is important to base your salary request on your value to the company and your skills and experience and not on what money you need to earn every month. The employer is unlikely to be interested in your expenses.  Begin negotiating at the top of your salary range to give yourself sufficient room for negotiation.

Always start your salary negotiations by thanking the employer for the job offer and highlighting your enthusiasm for the position and the company. Keep a positive attitude throughout the process of negotiating salary and make requests rather than demands. Know your true value and be confident of your ability to get the best job offer you can.

Go to Negotiating Your Salary for a complete guide to negotiating the job offer including free practical salary negotiation resources and tools.

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Geetika Jain asked:

The process of job hunting is full of not just excitement but also anxiety. Preparing resume, applying for posts, getting ready for interviews, facing the interviewer, waiting for responses and making a decision gets tiring, to say the least. And once you get a job offer, what is most difficult is negotiating the salary part. Salary and compensation is that part of the job negotiation that can effectively make or break a deal. It is a very important aspect of finalizing a job opportunity.

Once a company has selected you, it will contact you for the vacant position. It is generally at this time that the salary is negotiated. Before agreeing to any offered salary, remember that the company requires your skills and finds you competent enough for that job. If you have applied for a new job while already being employed, you would obviously seek higher wages, a better working environment, and an overall upgrade in all aspects of your career.

It is generally a mistake to not ask about your salary up front. It is generally during the interview that the employer will ask you about your salary expectations. Research the market properly and find out what is the standard salary for that kind of profile. Generally, your experience and the standard of the company will also determine the salary offered to you. When asked directly, this can be a difficult question to answer, but remain confident and say what you really expect based on reason and logic. Your negotiation skills will play a good part here.

If you come prepared for such a question, it will be better and you wouldn’t look surprised when the question is popped to you. If your interview has gone well so far, you will be confident enough and upbeat when this question is asked. It is always safe to ask for a base-level salary, and telling the employer that based on your performance you expect a review of your performance in two months or 6 months. This way, the employer will know that you are not unrealistic in your salary demands and also confident of your own potential. Also if you are prepared, it will reflect your confidence in your own abilities.

When talking about your salary, understand things in clarity. What will be the additional benefits, the insurance cover, medical benefits, other bonuses, appraisal system etc. If your salary combines a fixed and a variable pay structure, get a clear brief on the same. These things will leave nothing to uncertainty and at the end of the month, you would not feel that you have been left with much less than what you bargained for. Get to know about the reimbursement policies of the company too. Find out what is the policy of the company about over time, travel compensation and even the severance amount, if need be.

If in case, the wages are not discussed during the interview, make sure you discuss it with the employer before the day of joining. This will ease out any misunderstanding or misconception on either side. While you are negotiating the salary, sound confident and let the employer know that you are aware of what you are worth. Also highlight how the company will benefit by having you on board. If you look the employer in the eye while negotiating your salary, it will give him a clear impression that you are not being afraid and he cannot quote a smaller salary to you. Suppose you are not satisfied with the salary offered but are keen on taking up the job, ask the employer about when the compensation review would be done.

However, if the salary offered is way below your expectations, tell the employer in no unclear terms that you need time to think about it. Ask them for some time and then don’t call up the employer. If they are in dire need, they will call you up themselves and hire you on your terms. If you are appearing for more than one interview at a time, don’t be afraid to let the interviewer know this. Tell them that you have other good offers in hand too and your final decision will only be taken after weighing all the options that you have in hand. Don’t make false claims here, bring it up only if it’s true.

Lastly, remember that if you are out of job then may be it is more important to have a job first so go ahead and accept that offer even if the salary offered is a little lower than what you expected. Once you have some experience added to your profile, you will always be able to negotiate a higher salary in your next job. So, be realistic and be aware of your market value. This is what will get you the salary that you deserve.

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Cecile Peterkin asked:

I was recently speaking with a client interested in improving her negotiation skills for her upcoming salary review. She has been in her new position for just over four months. She has exceeded expectations, and feeling confident in her job. However, she is unhappy with her salary. Afraid to negotiate and risk losing the job offer, and grateful for the paycheck, she accepted the job offer without negotiating her salary or compensation package.

Salary negotiation is the most sensitive part of a job interview. We emotionalize it because we are uncomfortable talking about money. You needn’t be afraid or feel at the mercy of your employer. They expect you to negotiate. In fact, in virtually all instances an interviewer has the power to negotiate a higher salary. However, you must prepare for your job interview including salary negotiation in the same manner you prepare your resume, cover letter, etc.

Starting a new job or position is the best time to get the salary or compensation package you want. After you are hired it becomes a bit more difficult to make up your salary.

Salary Negotiations Research Results

Research Question#1: Do you expect candidates to negotiate regarding their salary, benefits, and work schedules once you’ve made an offer?

Results:

82% reported that they did expect a candidate to negotiate.

18% reported they did not expect a candidate to negotiate.

Research Question #2: On average, how much of a range do you have to negotiate a higher salary with a professional candidate (not hourly personnel)?

Results:

64% reported they can negotiate up to 10% higher salary.

20% reported they can negotiate up to 20% higher salary.

18% reported they have no limit on salary negotiations.

0% reported they have no authorization to negotiate higher salary.

Salary negotiation is about what you think you are worth. Therefore, before entering into a salary negotiation you need to know the following:

-Know the market; research salaries

-Understand your value – what are you worth based on your skills and experiences?

-Be clear on the skills and qualifications required for the position

-Don’t overlook the overall compensation package

-Know what you want

How do you go about negotiating your salary?

You should never bring up salary during the interview. Always let the employer bring it up. If a salary amount is offered take your time to consider it before accepting – 1-2 days is acceptable before approaching the negotiation process.

If you are asked your salary expectations, give a range based on your research or tell the employer you are open based on the position and the overall compensation package. Again the negotiation starts after the employer has made the offer.

During the negotiation process, you should consider the entire remuneration package, not just salary, including job related benefits, and working conditions like time off, location and other factors. If it’s a job you want but the package is not ideal, be ready to try to influence the employer to improve the offer by pointing out your skill sets and ways in which you can add value to the company. If all else fails, be prepared to say ‘No’ if your bottom line needs are not being met.

Copyright 2007, Cecile Peterkin.

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An interview gives you the opportunity to showcase your qualifications to an employer, so it pays to be well prepared. The following information provides some helpful hints.

Preparation:

* Learn about the organization.

* Have a specific job or jobs in mind.

* Review your qualifications for the job.

* Prepare answers to broad questions about yourself.

* Review your résumé.

* Practice an interview with a friend or relative.

* Arrive before the scheduled time of your interview.

Personal appearance:

* Be well groomed.

* Dress appropriately.

* Do not chew gum or smoke.

The interview:

* Relax and answer each question concisely.

* Respond promptly.

* Use good manners.

* Learn the name of your interviewer and greet him or her with a firm handshake.

* Use proper English—avoid slang.

* Be cooperative and enthusiastic.

* Use body language to show interest.

* Ask questions about the position and the organization, but avoid questions whose answers can easily be found on the company Web site. Also avoid asking questions about salary and benefits unless a job offer is made.

* Thank the interviewer when you leave and, as a follow-up, in writing.

Test (if employer gives one):

* Listen closely to instructions.

* Read each question carefully.

* Write legibly and clearly.

* Budget your time wisely and don’t dwell on one question.

Information to bring to an interview:

* Social Security card.

* Government-issued identification (driver’s license).

* Résumé. Although not all employers require applicants to bring a résumé, you should be able to furnish the interviewer information about your education, training, and previous employment.

* References. Employers typically require three references. Get permission before using anyone as a reference. Make sure that they will give you a good reference. Try to avoid using relatives as references.

* Transcripts. Employers may require an official copy of transcripts to verify grades, coursework, dates of attendance, and highest grade completed or degree awarded.

By: Hans Glint

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job interview tips