Salary Negotiation: What To Do & Not Do

Are you hunting for a new job? Is your annual review coming up and you’re looking for a raise, or some other change in your compensation? Before you start negotiating, consider the following tips to help get you the amount you’re looking for with ease and confidence.

Before you come to the table, do your research!

Know your professional worth to your employer before you hit the negotiating table. There are websites like Payscale.com, Salary.com & Glassdoor.com that can help you determine what the average salary would be for your position, with your level of experience, education and other criteria that might be of value. Collate and print up the information you gather and include it in a portfolio as supplemental evidence of your asking amount. This is the perfect time to talk about the best pieces of your experience. Show your work & most importantly, be proud of it! Your potential new employer wants to see someone confident in their abilities.

Don’t aim ridiculously high

Some job seekers think that if they aim really high, that it’s inevitable they will be able to negotiate down to what they really want/need. The problem with this approach is that it’s not exactly a secret to employers that this “tactic” might come up in negotiations. While some might understand it, and even humour you, others might just see that number as a representation of an over-inflated ego. You did your research after all, so while you shouldn’t ask for something below your worth (that, too, sends the wrong message), you should ask for something in the medium to higher end of the scale.

The salary might just be the salary

Don’t just assume that the salary is your “base”, and that extra benefits are a given. If you need benefits, a moving allowance or some other kind of extra that will cost money, you’ll need to negotiate that as well. Some jobs may have a waiting period, others might not. Understand what you need before going in so you know what to ask for.

On the note of need…

Experts suggest never using the word “need” in your negotiations. Frankly, your employer may or may not really care about your level of debt. They want to pay you what your work, experience and time is worth. You may need $50,000 a year, but don’t word it in that manner. Instead, amplify your skills and equate that to a dollar amount (using the research you’ve found, of course).

More responsibility?

If you’re negotiating your salary in an existing job & you’ve taken on more responsibilities since your last review, then it’s quite fair to ask for a higher salary that reflects your increase in your duties. Whether it was simply more work, managing your colleagues or more “executive” tasks, make sure you qualify your request with the results from your newer duties.

Don’t bring up salary until your employer/prospective employer does

Why? If you aim too low to start, you’ll end up with that amount. If you aim too high, you might be kicked out of the running for the position. If during negotiations, you’re asked about your expectations, word your response carefully. “Can you give me the range of the salary available for this position?” or, “I’m sure what your company offers for this position is consistent with the market” are two examples that illustrate your willingness to negotiate, but also puts the interviewer in the hot seat of giving you an offer, first.

Feel uncomfortable or that you’re being annoying?

Chances are you’re just being a firm negotiator. You may initially feel like you’re being annoying to the interviewer by being firm (but fair) in your suggestions, but what you’re actually doing is giving your employer/prospective employer a first hand demonstration of what you’re capable of. There’s no better time to show them what you can do than at the negotiating table. It will foster confidence.