|
|
|
Salary Negotiation
Few job seekers are prepared to discuss their pay requirements
prior to a job offer or to negotiate it well after a job offer is
made. As a result of their blunders, many job seekers are eliminated
from consideration during the selection process without even knowing
why. Others who do get a job offer too often mishandle the discussion
of pay in a way that results in their being paid less than they might
have received - or losing a job offer they might have accepted.
The fact is that most people don't negotiate their salaries at all
because few know how to negotiate effectively. At one time or another,
each of us has probably failed at this process. Most job seekers
accept the first offer thrown their way because they're afraid that
negotiating will kill any chances to get the job.
Negotiation experts cite four strategic mistakes that novice
negotiators often make. Although these mistakes refer to negotiations
in general, they are often at the root of salary negotiation problems
as well. 1. Lack of persistence.
2. Impatience. 3. Going in too low. All too often one side in the
negotiation process accepts in advance a settlement that is lower than
the other side had in mind. Once a low position is revealed, an
experienced negotiator is unlikely to go higher. 4. Lack of
research. Few people are prepared with facts to back up their position
in negotiations. They go on "fell" to establish a value. Lack of
preparation can be a very expensive mistake. Three Rules of
Salary Negotiation
- Early pay discussions can screen you out. Early in the
traditional screening process, many employers want to know how much
you expect to be paid. Before the interview, they may seek this
information on applications and in want ads. And some employers ask
you how much you expect to earn very early in the interview process.
Just why is this information so important to them? The reason is
that many employers don't want to waste their time with people who
have salary expectations far above what they are willing to pay. Put
simply, they want the information so that they can screen you out.
Employers look for ways to eliminate as many people as possible
during the early phases of a traditional interview process. There
may be many applicants for an opening, particularly if the job was
advertised or is reasonably attractive in some way. Employers will
try to find out whether you want more money than they are willing to
pay. If so, they figure that, if hired, you may soon leave for a
better-paying job.
- Know the probable salary range in advance. Approaching an
interview without being prepared for discussions of pay is not wise.
Although you will have to do a bit of research, knowing what an
employer is likely to pay is essential in salary negotiations. The
trick is to think in terms of a wide range in salary, rather than a
particular number. Keep in mind that larger organizations tend to
pay more than smaller ones, and various areas of the country differ
greatly in pay scales. Find out the general range that jobs of this
sort are likely to pay in your area. That information is relatively
easy to obtain; all it may take is asking those who work in similar
jobs, finding the information online or advertisement.
- Bracket the salary range. let's assume that you have done
your homework and you know a range that you are likely to be
offered for a given job in your area. And let's also assume that you
run into an interviewer who insists on knowing how much you expect
to be paid.
More about Salary Negotiation
|
|
|
