Whatever you do, don't rush the process. Just as you had the good sense to let your interviewer control the show, do the same now. Show you're anxious to get the money conversation over with quickly and you'll be backed into a corner before you know what's happening.
If it's a small company, there's a good chance interviewer and employer are one in the same, making the negotiation process easier. Since you already established a rapport with this person, you know what to expect. So relax and let the employer make the first move. Take your cues from him or her. Salary negotiation is a subtle dance between employer and applicant.
In the best negotiations, there are no winners or losers. Both parties walk away feeling like they got exactly what they want. A common chord has been struck.
Beware of High-Pressure Tactics
Nevertheless, be prepared for high-pressure tactics and the take-it-or-leave-it strategy. To get the process over with quickly and intimidate the hell out of you at the same time, many employers present the salary as a fait accomplish. They make it clear that if you don't want it, plenty of other qualified applicants would jump at it. It s a tired tactic that unfailingly works. Don't let it hoodwink you, no matter how much you want the job. Look at the facts and you'll see they've playing with your head.
No matter what employers say, the one thing they want to avoid is going back to the drawing board and negotiating with new applicants. The salary negotiating process is just as painful for them as it is for you. You both want to resolve it and get to work. If it means paying you more to make you happy, usually they'll reluctantly do so. However, count on being put through the ringer before they agree to it. Remember, you're their first choice. Regardless of what they say, they will negotiate. Feel better?
Don't Give Away the House
Let's search for that happy middle ground and negotiate a deal you can accept. The employer says the range is $65,000 to $75,000, but the best the company can do is pay $70,000. If you're looking for $75,000, be realistic and settle for a salary of $73,000, which is pretty close. Or, if you're super-confident and think you can pull it off, hold out for the top salary. All we're talking about is a $2000 difference.
If you're asking for only a few thousand dollars more than the offered price, chances are the negotiation will be fast and everyone will walk away happy. However, if there is a big difference-$7000 to $10,000, for example-the negotiation could take longer, with some interesting twists and turns.
Whether it s an easy or a tough negotiation, never stop promoting yourself. Don't sell yourself short and don't be too willing to compromise. No matter how pressured you are to make a decision, never lose sight of your powerful selling points. Don't hesitate to spell out your qualifications clearly so employers know exactly what you can do. The more confidence you exude, the stronger your case. Salary negotiation will be a lot easier once you firmly establish your value.
Proceed cautiously if you're asking for a lot more than the employer is willing to pay. Be steadfast and confident, but, at the same time, don't price yourself out of a job. Flexibility is the name of the negotiating game. It's a lot easier justifying a bigger salary if you already have medical benefits and life insurance, for example. Employers often fail to realize older workers are not as costly as younger ones because many don't require the standard benefits package.
Advice: If the salary figure is unacceptable, consider negotiating alternative work conditions, such as taking a consulting contract or making a part-time arrangement. Another option is accepting a lower salary with the condition that your salary will be raised a set percentage after you've proven yourself in 6 months. Or take a lower salary until an agreed-upon sales or productivity goal is met.
You may also have some creative suggestions of your own. The point is you have more leverage than you realize.
It's a whole new job game with revised rules. Don't hesitate to impress employers with your flexibility. If you happen to latch onto a long-term job, excellent. If not, you'll find something else. But, if you have to compromise, do so sparingly.
Make it clear you'll compromise-to a point. Yes, you want the job, but you're not going to work for an insulting salary-not at your level. You've got your pride, dignity, and self-esteem, and that's ultimately more important than a paycheck. Exhibit that point and you'll gain big points on the respect ladder.
