6 Steps for a SUPER Successful Salary Negotiation

Brenda’s stomach twisted. She’d never negotiated anything in her entire life. But now at age 35 she would face the topic of pay when she returned for a second interview for a job she really wanted as Medical Center Operations Director of a local medical center. She had all the job requirements: a Bachelor of Arts degree in Business Administration, experience in the field, and a diplomatic and clear communication style.

Brenda found some useful tips online to help her over the hump of speaking up for herself and pointing out her credentials, which should put her in a favorable position for the salary she wanted.

You can apply the same, regardless of the job you’re looking for.

Step One: Determine the standard rate for the position you want.

By starting from this position, you will show the hiring manager that you know what the job is worth and that you’re worthy of this pay because of your experience and knowledge. Talk with friends and colleagues in the field you’re interested in so you’ll be on top of the game when you meet with the hiring manager.

Step Two: Dress the Part

Present yourself in a manner that reflects your personality and comfort and the job and salary you hope to win. Select an outfit that is a cut above what you might usually wear to work. Let your common sense guide you. But remember it’s always better to overdress than under.

Step Three: Bring a list of your achievements.

Add to the list each time you meet a new goal or receive accolades from a customer or manager. Include specific details such as the actions you took, the skills you used, and the results you produced. For example, Brenda could refer to her ability to increase employee retention, which saved on training costs for new recruits and improved customer relations.

Step Four: Pay attention to what you say.

Keep eye contact and reply briefly but clearly to questions. A friendly, yet professional demeanor will help warm the room and engage the employer. Don’t be in a hurry to talk about salary until a job offer is on the table.

Step Five: Listen to what the employer says.

The hiring manager probably already knows what he can and cannot offer a new employee, no matter how qualified that person is. When he or she states the salary, consider countering with something like this: “Thank you. I appreciate the offer and see that it’s within the pay range for this position, although on the low side. I believe that my five years of experience in the health care field are worth more—say, (such and such).” Then sit quietly. Let the employer ponder what you said and make the next move. If you cave in you’ll have lost your negotiating power. Perhaps the employer will come back with a compromise you can live with. If so, you just made a great deal for yourself. If he or she won’t budge, then you have to decide if you want the job enough to lower your standard. There is no shame in walking away from an offer if it requires too big a compromise on your part.

Step Six: Show your appreciation.

Regardless of the outcome, extend your hand and clearly thank the manager for his or her time. Then create an opening for further discussion if you have not yet struck a deal. At this point don’t leave the next move up to the employer. If possible, schedule a time right then for another meeting after each of you has had time to reflect on what just occurred.

© Written By Jimmy Sweeney
President of CareerJimmy and co-author of the new,
“Salary Negotiation Secret”

Jimmy Sweeney is president of CareerJimmy and co-author of the brand new, “Salary Negotiation Secret Formula.” Jimmy is also the author of “Tough Times Job Tips” and writes a monthly article titled, “Job Search Secrets.”

Watch Jimmy’s free money-making video presentation for job seekers, where he reveals his “Big Money Trick” that you can use to ‘flip the table’ on employers and get paid top dollar for any position you desire most.