Let's run through the critical events till now. Everything has fall en into place nicely. All the time and effort you've channeled into your job search has paid off. Your letter was great and you handled yourself like a pro during the interview. When they tossed out the zinger salary question-"What kind of money are you looking for?"-you had the good sense to leave the subject wide open by stating a pay range, rather than pinning yourself down to a specific amount. It proved a smart tactic. The only time to get serious about money is when a company has decided you're the one and has made you a job offer. The scene shifts when the employer says something like, "Nancy, we're very impressed with you. We think you can make some incredible contributions at New Age Bombs, Inc. We're prepared to offer you a salary of $65,000 a year. Would that be acceptable?"
No, you're not going to grab this weasel by the neck and scream at the top of your lungs, "No, it's not acceptable, you sniveling little runt. How dare you offer me an insulting salary that's less than I earned on my last job? You know what you can do with your salary and job offer?"
Instead, you're going to smile coolly and, with utmost compo sure, spout something like, "I'm flattered you think me qualified and I'm excited about the prospect of working at New Age Bombs. However, the salary you offered is considerably less than I anticipated. Actually, it's 25 percent less than I was paid at Perfect Cannons. I'd like to discuss this with you further, I'm sure we can come to a mutually agreeable figure."
OPERATE FROM A POSITION OF STRENGTH
Excellent. Let's give our imaginary applicant a big hand for coming back with a brilliant, deftly delivered answer. There's no way she's going to walk away with less than she deserves.
Sadly, most job applicants-even experienced folks like you-blow this critical phase for two big reasons. First, they're uncomfortable talking about money. Oddly, money remains an awkward subject. You've heard the expression, "Money brings out the worst in a person." Blame it all on the bad press that money has received over the years. The New Testament condemned the green stuff:
"The love of money is the root of all evil." Neo-Freudian Sandor Ferenczi equated money with body wastes. You get the idea. The harsh reality is, just try to get along without it. Ironically, most of us spend 50 to 60 hours a week working for money, yet we're uptight talking about it.
If you've got a problem getting maximum money for yourself, think about the role money plays in your life and you won't be as timid talking about it. Money remains one of the keys to life. Money spells power in billboard-size letters. It is the ultimate door opener.
The more you make, the better your standard of living. Long ago, you discovered that money is the ultimate scorecard. Would it be wrong admitting you want to earn more than your neighbor? Buy that better car, bigger house, expensive college education for your kids. Hell, wanting the best is as American as apple pie and the flag rolled into one.
Truth be told, I admit I love the neat toys money can buy. And I'm sure you do too. So have no hesitation about wheeling and dealing for it. After all, employers aren't giving anything away. They're just buying what you have to sell. Don't sell yourself short.
Second, many fiftyish applicants feel they must settle because of their age. "Since I'm getting on in years, I'd better be realistic and take whatever is offered. After all, I don't have that many good years left." Why not open the window and jump right now? If you think that way, I guarantee you'll be shortchanged and miserable to boot.
If anything I've said sank in, you ought to be quietly outraged that anyone has the chutzpah to offer you less than you deserve. To help you get it, remember the following four lessons.
Lesson 1. Don't lose your cool. Walk into a salary negotiation prepared to encounter anything, especially the age issue. But don't be paranoid about it either. Wait and see what happens.
Lesson 2. Don't undersell yourself. By now, you know what your strengths are. You've an unparalleled pro and no one can convince you otherwise. Don't be intimidated by competition 10 and 20 years your junior.
Lesson 3. Know what you're worth. The demand for different skills fluctuates yearly. Take engineers, for example. One year, chemical engineers are hot; the next, they're out of favor. Yet there's a constant demand for advanced computer, financial, and accounting skills. Find out what big and small companies are paying for your particular talent.
Lesson 4. Don't inflate your last salary. If the thought never even occurred to you, jump to the next section. The truth is, doctoring prior salaries has become the rule rather than the exception. And the situation has gotten worse. About a year ago, a respected headhunter was quoted in The Wall Street Journal with an estimate that 95 per cent of all Americans overstate their compensation at one time or other. He went on to say the practice has gotten out of control.
Warning: Back in the old days, you stood an excellent chance of getting away with an inflated figure, because few companies verified salaries. Not anymore. Employers know they can get the cream of the crop and they'll go to all ends to ensure this. Applicants, junior to senior, are often checked out thoroughly. References are called and pay history is verified. Many employers are asking for W-2 income forms to verify prior salaries. It's not a very elegant or diplomatic approach, but if you've been burned once, you'll take every precaution necessary.
Don't ask for trouble. Operate from a position of strength by playing it straight. It sounds corny, but honesty is the best policy.
