There’s no way I can justify my salary level, but I’m learning to live with it. –Drew Carey
The stress of job searching ends the moment you receive that very expected “offer”. But what happens if the pay is not right up your alley? Well, life’s not over – it’s time to negotiate.
Negotiation is not a discussion, on the contrary, it’s a win-win situation. Regardless of whether you’re starting your first job or you’re already a veteran in your career, never be afraid to negotiate your salary and perks with your employer.
I know it’s not the easiest thing to do and sometimes it means stepping out of your comfort zone. For this reason, I thought I’d gather 7 rules to help you get started on your quest for a fairer salary. Check them out:
1. Do your homework
The road to a fair salary starts at the moment you send out your first CV. Do some research and find out what are the salary standards for the position you are applying to. To do that, you should consider your experience, location, skills and other similar variables. There are some helpful websites with information on salary statistics, check them out. One of my favorites is PayScale where you can get a personalized salary report. Another good place to look is on the European Commission website –they have very interesting tool that uses Eurostat figures to calculate average salaries in EU countries. The figures will not always match the salary ranges of the company you are applying to but they can give you a good idea of what to expect. Knowing this beforehand will give you security and keep you from looking or sounding clueless.
2. Evaluate yourself
When trying to get the most out of a job salary offer, you need to be introspective. A good way to do that is to calculate your BATNA. BATNA stands for “Best Alternative to a Negotiated Agreement” and is a key factor in any type of negotiation.To evaluate your BATNA, ask yourself how much you need the job, determine the minimum conditions you would accept and consider all your available options. Then, try to estimate realistically the recruiter’s BATNA –how much do they need your skills and what are their alternatives. A stronger BATNA will give you a comfortable position to bargain and can lead you to a better deal.
3. Don’t answer that salary question with a number!
During the interview, the recruiting manager will most likely ask the dreaded “salary expectations” question. Say a number and you will lose: always let the company make the first offer. Be cautious with this answer and move the focus to the job, say something along the lines of: “Well, actually I’m more interested in the job details; I’m sure this is a serious company and you’re offering a fair salary”. Always make sure to appear considerate and open to all possibilities.
4. Show security and be patient
If it turns out you’re the right fit for the company and you receive a job offer, make sure to keep your best poker face. If the salary is under your expectations, don’t refuse it immediately. Never be afraid to make counter-offer with valid information about your skills, the sector and the company. Another option you have is asking for other types of compensation such as bonuses or perks. Make sure to gently voice your opinions and desires.
5. Think and meditate
Whether you agree with the job conditions or not, don’t give an immediate answer. Never accept a job on a whim, take some time to evaluate the offer and ask as many questions as you want. Don’t hesitate to give yourself a day or two and meditate about it. As with any decision you make, you need to think of the positive against the negative and think your answer through.
6. Be open to other options
Salary is not everything in the working scene. Some jobs can be really awesome simply by having great perks or benefits. If the company won’t give you that expected salary, try to negotiate other types of compensation. Some of the most common are commissions, overtime pay, commuting discounts, parking, expense reimbursements, children daycare, equipment (laptop, tablet, cellphone…), stock options, etc. If some of these benefits are important for you, make sure you make it known.
7. Don’t burn bridges
If you finally decide to refuse the offer, go back to the recruitment manager and let him/her know gently that you’re appreciative of the opportunity but the job is not for you. If the reason why you’re refusing could be worked on, here’s another opportunity to make a counter-offer. Just make sure to never seem irresponsible, keep the door open.