Mastering Salary Negotiations
The Power is with You
Are you looking for a job? Are you in the interview process? Have you been offered a job? If so, now is the time to negotiate. It’s always okay and good to negotiate. You do not have to accept right away. In fact, now the power is with you.
Because if you’ve been offered a job, you know they want you. They like you. They think that you could do good things for their business. And now it’s your chance to make a counter offer and negotiate the best salary for you.
Determining the Market Rate
It’s very common when you’re applying for jobs in the United States that they ask you what is the salary that you want or require. Do not be fooled by this question. It is much better to say something like the market rate instead of a specific number or instead of a range even, because if you give a range often the employer will go with the low end of that range.
So do your research and know what the market rate is for this role or position and try to get the employer to say the first number. You could use a phrase like “My expectations are equivalent with the current market rate for this position.” That’s a great one because it’s an answer but it’s very mysterious. If you need to give a number you could say “Based on my research the market range for this position is between $100,000 and $200,000.” for example.
Negotiation Timing and Mindset
Waiting for the Right Moment
Don’t bring up salary numbers right away. Wait for the right time. Make sure that you’ve been offered the job already. You have to wait until you’ve been offered the job or at least discussed the role and responsibilities at length. You could use a phrase like “I would love to know more about this role and the responsibilities before we talk about the salary.”
Of course everyone wants to know the salary for a position and it’s really nice when it’s actually listed on the job ad, but at the end of the day you have to show your interest in the position and your capability to do it. You have to sell yourself to the employer so to speak. Get that job offer in hand and then negotiate for the best salary.
Staying Confident and Positive
When you’re negotiating especially a job offer and a salary, be clear and confident. Even if inside you’re feeling desperate for the job or anxious or wondering if they even like you or want to offer you the job, stay cool. And in fact this is a good time to repeat some affirmations to yourself like opportunities are abundant and there are so many great jobs out there just waiting to hire me.
Retraining your brain and having a positive mindset really makes a difference when you’re looking for a job and negotiating your salary. So speak clearly and try a phrase like “Based on my skills and experience I am expecting a salary in the range of $100,000 to $200,000.” When you’re offered a job do not accept immediately. Use a phrase like “Thank you, let me think about it.”
Strategies for Communicating Value
Controlling the Interaction
Or “I’m interviewing at several different companies right now and I’ll get back to you as soon as possible.” Don’t beg. Remember you are in high demand because you have developed your skills and experience and professionalism so that lots of companies want you. Another phrase to consider is “Let me sleep on it and get back to you with a decision.”
That way the control is in your hands. It’s up to you to get back to them, not the other way around. Now is not the time to be humble. It is not the employer’s responsibility to know everything you’ve done in your career or all the experience you have.
Being Your Own Hype Man
Now more than ever is your chance and your responsibility to be your best hype man. A hype man means someone who talks you up. Imagine how a friend would introduce you if you were going on stage to give an important talk. They would mention your achievements, your awards, your titles, your experience. Be your best friend in your interview.
Even if it’s hard to talk about how great you are, imagine that you are talking about your best friend but it’s you. So here’s an example phrase: “Given the experience I bring in, for example, engineering and my success with consulting, for example, I believe a higher salary reflects the value that I bring.” When you say these phrases, don’t be defensive. Don’t be argumentative. Just speak clearly and confidently when negotiating a salary.
Evaluating the Full Offer
Considering Benefits and Flexibility
Consider the whole package. It’s not just about money, although of course money is important. Think about: are you able to work remotely or from home a few days a week? That flexibility has a lot of value. How much vacation time do you get? Benefits? A retirement account or something else? Consider what’s important to you and push for that. Here’s another phrase you can use:
“Is there flexibility in the bonus structure or other benefits?” Here’s a phrase to negotiate your salary: “Would you be open to a salary closer to $200,000?” Be ready to counter offer. Once the employer has made the job offer and made that initial salary offer, consider it just that — it’s just a starting point. Now it’s your turn to make the counter offer.
Managing the Counter Offer Process
Don’t be shy. Be reasonable but know your worth. After you’ve gone back and forth a couple or few times with your potential new employer about your new salary, know when it’s time to stop. You can use a phrase like “I understand the budget constraints. Let me think about it and get back to you.” Even if you’re at a point where you’re very happy with the salary, stay calm and confident in yourself.
It’s always a good idea to say “Let me sleep on it,” and get back to you. Most importantly, when you’re negotiating a new job offer and a salary, stay positive and stay excited. Don’t express disgust or disdain or disappointment with their job offer.
Cultural Context and Final Steps
Maintaining Interest and Positivity
You can be happy and excited at their initial offer and still make a counter offer. It’s very important to stay positive and show your interest throughout the process. Here’s a phrase to use: “I’m really excited about this opportunity and I want to figure out a package that works for both of us.” Here are a few more example phrases for negotiating your salary:
“I was hoping for something closer to $200,000 given my experience. Is there any flexibility in the offer?” “I’m confident that my skills in Excel will allow me to contribute greatly and I’d like to discuss a compensation that reflects that.” “How did you arrive at this figure for the salary?”
Politeness and Directness in the US
Be direct but polite. Employers expect you to negotiate and ask for more. Directness and respect are valued. So it’s okay to make a counter offer, but do it nicely. It is normal to negotiate. In the United States, employers expect you to ask for more, especially for professional roles. So the more professional your position, the more you can negotiate.
This is not to say that if you’re going for an entry-level position that you can’t negotiate. Always negotiate. What is there to lose? Showing belief in your value and your worth is seen as positive. Confidence is key. On that note, you have to be ready to walk away if the salary just doesn’t cut it for you, if it’s just not enough and doesn’t seem to value your experience.
Individualism and Professional Growth
Remember there are always other jobs and opportunities out there. Americans are very focused on the individual. So focus on what you as one person can bring to their company, not on what you bring to the team or what you as part of a team would bring to the whole company. Remember you are the main character and the superhero of this job interview, and keep a professional tone. So avoid being too aggressive or too casual.
