4th Edition, Volume 3
Learning the Employer’s Salary Range
Wait for the interviewer to begin a salary discussion. If an employer asks you what kind of salary you’re looking for, avoid stating a specificfigure. Tell the interviewer that you are looking for a salary that is appropriate for your skill setand experience and that you are confident thattogether a fair compensation package can benegotiated. See if you can turn the questionaround and discover what budget the company has allocated for the position. When negotiating salary, keepin mind that most companies fallinto one of the following categories when setting the appropriate salary for a given job opening:
There is no setsalary for this position, and com-pensation will be entirely based onthe candidate’s skills, abilities,experience, and what he or she canbring to the job. For these positions,negotiate as high a salary as possible.
The salary for this position willfall in a particular range. Candidates will beevaluated based on skills, abilities, and experienceto determine where in the range they fall. Forthese positions, justify why you deserve a salary at the higher end of the range as part of yournegotiation process.
The salary for this position isset to a particular dollar amount. If you findyourself in this position, then negotiate foradditional benefits or other forms of compensa-tion such as vacation time, a car allowance, or asigning bonus.
Starting a Salary Negotiation
Once an employer is convinced you are thebest person for the job, it is time to talk salary.
Ask for a Range or Budget
Ask the employer what salary range has beenbudgeted for the position. If the intervieweroffers a salary range, then take the higher of thefigures and explain that this figure seems to be inyour range.
“Ask the employer what salary range has been budgeted for the position.”
Provide Your Salary History
If, in the past, you have been compensatedat or above the fair market value for yourposition, and you are not seeking for a largeincrease in salary, then it is safe to provide yourprevious salary history to a future employer. Besure to factor in all the financial components of your previous compensation packages whensetting salary ranges. For example, “The range of my compensation package during the last threeto five years in this career field has been between$___ and $___.”
Share Research on Fair Market Value
Inform your employer that youhave researched the competitiveand fair market salary for thisposition given the responsibilities,skills required, and geographicalarea. Share a range of figures withyour future employer. Describe why your abilities and qualification placeyou at the high end of this range.For example, “My research showsthat a fair market value andcompetitive salary for this position isin the range of $___ to $___. Because of my expertise in ____________ field and ________ years experience, I will fall into the high-end of this range.”
Salary Negotiation Tactics
It is usually in your best interest for theemployer to mention a salary figure first. On theother hand, you do not want to appear evasive.Once a salary range has been established and ison the table for discussion, consider the following tactics to negotiate a better offer.
One of the best tactics is not to express yourresponse to an offer. If the offer does not exciteyou, then simply remain silent. A few seconds of uncomfortable silence may convey that you arenot entirely pleased with the offer, and promptthe employer to offer more.
Build the Responsibilities of the Job
Illustrate how the job responsibilities of theposition will have a significant impact on thebottom line of the company and your perfor-