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Remember you're looking for a way to reach a common accord and often you have to ask a few questions to see if there might be a way to reach an accommodation. In many cases, especially at this level, the person offering you the position has already gotten approval from someone else, so you have to give them a pretty good rationale to go back and ask for more money.
The Interview
There are certain thoughts, which might help you during the interview process itself, that pertain to the salary issue. Among them:
1. Good listening skills are critical to understanding what are the needs of the company and the individual doing the hiring. Directing your answers, during the interview, toward making your eventual supervisor feel that you can do more to solve his or her problems will go along way in having them try to get you top dollar. The listening process involves not interrupting and allowing them to finish their thoughts as well as repeating back to that person a part of what they've said, in the course of your answer so that they know they've been heard. Additionally, such things as establishing good eye contact, nodding after a statement to reinforce that you've heard it, are common communication devices that say: I heard you and I understand what you're saying.”
2. Try not to be the first one to mention money. The concept here is that you may inadvertently, ‘low ball' yourself and have to settle for a salary lower than the company might have offered you.
3. If asked what salary you're looking for, say you have a range but that it really will depend upon the total package, including fringe benefits.
4. If pushed on the subject, have a range in mind, with the bottom of the range what you must have and the top 10 to 15 percent above what you'd take. (“I'm looking at a $27,000-$32,000 range.”) The range could be based upon other people with whom you are interviewing as well as what you feel you're worth, based upon your analysis of the market.
• If asked what your current pay is, tell the truth, however, if you're up for a raise in a month, mention that also.
The Offer
1. If you receive an offer and you're interested, say that you're very interested and excited about the opportunity and will get back to them in 24 hours. Generally 24 hours is the minimum just to think about other things you may want to know, or to have some negotiating room. You might even ask to have a little more time to get back to them, especially if you are in the process of interviewing and have already made other appointments.
2. Once the base salary has been discussed, but before accepting the job, ask them about the other important fringe benefits you might be entitled to such as:
· health insurance
· vacation time
· annual salary review
· retirement savings plans
· bonus plans
· college tuition reimbursement plans
· stock options
• Avoid telephone negotiations unless you are calling to accept and ask for the offer in a letter.
The Negotiation Process
Here are several examples of how a salary conversation might go, if you want to try to negotiate for more money, either at the time of the offer or after you've thought about the job for 24 hours. One technique that seems to work in salary negotiations is to ask for things as a question rather than a demand, since it avoids the potential for sounding arrogant.
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