course summary
making the most of
the internship
professional protocols
list of questions
salary negotiation
letter of agreement
legal issues
If salary questions arise before
the job is offered, say: "Once you have decided I'm right
for the job, I'll be glad to talk about salary."
WHOEVER TALKS FIRST... LOSES: From the employer's
viewpoint, employees ?who handle themselves well during
salary negotiations are treated with greater respect and
given more opportunities for advancement. Therefore get
across that you're eager and ready to make a full commitment
to the job, but only under the right circumstances and
at the right price. Convince the employer you are exactly
right for the job and the job is exactly right for you.
Talk only about your abilities that relates directly to
the employer's stated needs...Say: "I can do this job
because my abilities relates directly to (match) your
organization's needs. Do you agree that I'm right for
the job?" Shut off all salary discussion until you reach
this agreement.
Assume the salary is negotiable no matter now firm a statement
is made to the contrary. Negotiating is an acceptable,
normal , and reasonable part of any interview, provided
you have convinced the employer of your value by means
of solid data and actual demonstration. The job has been
offered. A thorough understanding of what the job requires
has been established.
If the initial salary discussion depends on your speaking
first ("how much was your previous salary") say "That
was based on a different set of circumstances. I am concerned
to advance my career, not merely duplicate it." Give a
future?oriented figure, "The job, as you have described
it seems to me if done in a superior manner, to be worth
'X' thousands of dollars in three?to?four years." Wait
for his or her agreement to the statement. Then say, "Since
we agree, I am content to leave the starting figure up
to you: what do you think would be a reasonable starting
salary?"
If the employer asks, "How much do you need?", you say:
"I can be quite as flexible as I have to be. Money isn't
my highest priority. I feel, I have a lot to offer this
organization. I'd like my salary to be based on my value
to you. I'm sure you have a fair income range in mind.
How much do you have in mind?" Your aim is to get the
employer to speak first. You can say "It would be presumptuous
of me to tell you what the job is worth. I'm sure you
have a figure in mind. What is the salary range for this
job"
If an employer mentions a figure It will almost always
be lowest he or she hopes to spend. You respond with a
long, thoughtful silence. You will receive from the employer
a higher figure suggestion in better than 50% of the cases,
or an explanation of the offer, or you will be asked for
your reaction. Respond that you are enthusiastic about
the job opportunity, but you feel the salary mentioned
is on the modest side. Follow with another thoughtful
silence.
If a range is finally stated, pick the top figure and say,
That would be a reasonable figure to start from. If you
seem to have reached a temporary impass (he or she may
need to talk to someone else but not want you to know
it), offer to continue the discussion at another meeting;
preferably the following day.
If the final offer is too low, but you want to take it;
communicate your reservations about the salary. Reaffirm
your interest in the job. Ask for firm personal and written
commitment to review your salary in six months based at
that time on your demonstrated value.
Don't say yes yet. First ask for the fringe benefits package.
It's usually not negotiable. Next, ask for other compensations
where applicable (If travel is involved, is a car furnished
by the organization, special incentive bonus arrangement,
etc.) then ask for anything else you need to do a better
job. Finally, always ask for commitment to review your
salary at the end of six months based on your contributions.
Ask for 24 hours before you give your decision (any offer
withdrawn within that 24 hour period is not worth having).
Ask for an offer in writing, Then say yes!
Courtesy of Richard Bolles
