Tips & Tactics | Salary Negotiations

Perhaps the holy grail of career advice is the topic of salary negotiations. Salary is usually not the sole reason that someone is looking for a new career. However, when changing jobs, that does tend to be the point at which someone can get themselves the largest raise. So, when going through the interview process, how does a person situate themselves best to negotiate a compelling and fair salary?

1.      Adequately prepare for the interview

2.      Demonstrate fluent communication skills

3.      Demonstrate exceptional work skills

4.      Negotiate at the end of the process, not the beginning

5.      Negotiate to accept the offer

Adequately Preparing for the Interview

-         You cannot expect to receive a strong offer if you do not demonstrate that you are taking the position and opportunity seriously. Your interactions with the company will come into play when it comes to an offer. Are you prepared for the interview? Are you coming across as someone who does their research, prepares, and executes small technical details? Prepare for the interview and give the interviewers the impression that you are someone who takes every detail seriously.

Demonstrating Exceptional Communication and Work Skills

-         This one is pretty self-explanatory, but the stronger your ability is to demonstrate how well you communicate with others as well as your ability to actually do the work, the more likely you are to receive a strong offer. Do not leave any stone unturned in the interview process. If you have skills, be sure to demonstrate them and communicate them. Just because you aren’t asked about a specific skill you may possess, does not mean that you should not communicate you have it. The stronger your communication is, and the more skills you offer, the more value you provide to the firm, which is then reflected in the offer package.

Negotiate At The End

-         In my opinion, it is best to negotiate salary and compensation at the end of the process, not the beginning. For the reasons mentioned above, you want to demonstrate everything you have to offer, and then begin to negotiate a salary that is commensurate with those skills. By negotiating salary or discussing salary at the beginning of the process, you have not even had a chance to justify your salary request, regardless of what it is. In addition to that, you may go through the first interview and decide you absolutely do not want to work for the firm, making the topic of compensation a moot point. Conversely, you may decide you really want to work for the firm and actually lower your salary request to get the job. If you said a number that is too high at the beginning, you may miss the opportunity altogether.  

Negotiate to Accept the Offer

-         There is no sense in negotiating an offer you do not plan to accept. One of the silliest things I’ve ever seen is when job hunters negotiate the salary and offer with a firm only to decline it. Negotiate with the intent to accept. A company is more likely to offer you exactly what you’re looking for, and when they know with 100% certainty it means that you will accept the offer. Which of these sounds more compelling to a potential hirer: “I am prepared to accept an offer at terms A, B, and C.” vs. “I will consider an offer.” I can guarantee that the in the first statement, that candidate will receive a better offer, and I’ve seen it happen time and time again. Companies are more likely to meet or exceed expectations when they have clarity in knowing the offer will be accepted.

These are just a few of the keys to negotiating salary throughout the job hunt process. In live interviews and situations, there can be many more intricacies and nuances than what is presented here. It is important to work with a professional throughout the process.

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