The Do's and Don'ts in Salary Negotiation
Aug 1, 2014
According to authors Robin L. Pinkley and Gregory B. Northcraft in their book “Get Paid What You're Worth, they note that “Employers routinely will offer you less than they ultimately expect to compensate you with the expectation that you will negotiate.”
Even though you may prefer getting a root canal in negotiating your salary, if you want to get paid what you're worth, you better learn how to do it right.
Here are the do's and don'ts that can help you get paid on what you deserve. Job-seekers who'll follow these simple rules and guidelines should achieve success.
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Do research salaries in your field. Look at recent salary surveys, talk to people working in your field and contact your trade or professional association to find out what others are paid for by doing the same work. Because salaries vary so much by field, you will have to find out about average compensation in yours.
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Don't be shy about outlining the skills and experience you will bring to your employer and how they will help the organization meet its goals or solve a problem.
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Do be aware of your strengths and achievements. Be sure to demonstrate the value you'll bring to the employer.
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Don't talk about how much money you need. When you are going through salary negotiations, don't tell your boss that you need to make more money because your house was expensive or your bills are high.
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Do be professional in your negotiation. Keep the salary discussion positive and upbeat by focusing on why you should be paid, what you desire and the value the employer will receive in return.
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Don't get overly aggressive in negotiating the salary you want.
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Do be realistic in your expectations. Consider the industry, the economy, your experience and the competition from other potential candidates. Some candidates have inflated opinions of what they should be earning.
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Don't bring up salary before the employer does. Do delay salary negotiation for as long as possible.
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Do thank the employer for the offer when it is made, but don't try to negotiate right after the offer is made. Do take the time to consider all factors before making any job offer decisions.
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Do aim high. Keep in mind that you can always lower your desired salary expectations, but it's impossible to inflate it once you indicate what would be acceptable to you.
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Don't aceept the first acceptable salary offer you receive if you're not sure about the job or the company.
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Do be flexible. When negotiating your salary, you may not get exactly as much money as you want. There's a good chance you will have to compromise.
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Don't let the employer rush you into accepting a salary that you know you'll be unhappy with soon after you take the job.
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Do try to obtain other concessions or benefits if you aren't successful at negotiating a salary you want.
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Don't look at how much money your friends are making. Even if they work in the same occupation, they may have more experience, different job duties or less desirable hours. You may be envous of your friends who are earning more money than you are.