Tips on Salary Negotiation - Part 2

This is the second part to the discussion of salary negotiations that I started last week; something many of us do not always engage in when we are seeking a job.

In the first part, we looked at some of the research you need to do in order to get a feel for what you are worth, and what the employer's range might be based on various factors. Once you have established a good range of potentially acceptable salary ranges, you enter into the actual negotiation process.

As stated previously, the proper time to start this negotiation process is only after the job has been officially offered to you, but, of course, before you formally accept the position. Make sure you enter the process with a correct attitude. It is not a time to take up arms and be aggressive but is a time of respectfully communicating your position and selling your offer as being the best benefit to both parties. Start the meeting by sincerely thanking them for the offer, and by showing your interest in the company and the position. Then restate the original offer, and begin with your counter proposal. State that while you are very interested in the position, you are unable to accept it at the current rate due to the reasons you have found in your research. Then you can let them know that if the salary could be adjusted to the level you desire, that you could accept the position immediately, and then ask them if it can be discussed further. Using what you found in your research, you sell yourself, laying out your findings, your qualification and experience and your worth in the job market and to the company in general, and by that, show that what you are asking is not just a random desired figure, but that it is backed up with a solid foundation.

Now, of course, this foundation is somewhat subjective, and there might be reasoning that the salary is what it is, based on some factor you were unaware of. Be prepared to listen and understand their position and reasoning in a respectful way. Do not demand action, but discuss options. Do not be aggressive or confrontational in your speech or body language. Always start your negotiations by dealing with the base salary offer and by asking for the top of your salary range so that, if there is a counter offer made, it may still be above your bottom dollar range, allowing you to still accept the position. Leave yourself room for negotiations, and don't always expect to get your way. If the negotiator states that your request would need to be reviewed and or approved by someone above them, then ask if a follow up meeting could be scheduled to discuss it further at that time.

You may have all kinds of facts, and could successfully sell yourself well, but in the end you may end up no better off than the original offer. At this point, you could ask them if they could agree to a job review within a short amount of time, usually three to six months after starting, where you could be evaluated with the intent of considering a salary adjustment at that point. If that is agreeable, make sure you have them apply that in writing to the job offer. Sometimes a salary may be set in stone for a company, but they may have more flexibility when it comes to added benefits. If you are unable to get enough of a raise in the salary offered, be prepared to discuss the possibility of additional benefits that might be added to the whole compensation package deal. Benefits that would have cost you to have, if included in the package, are as if you had the additional salary when it all works out. At the end of the negotiation, make sure the time is ended on a very positive and upbeat note, showing your enthusiasm for the position, and in hopes of filling the need of the company.

Jeff McCormack resides in Virginia Beach, VA. where he works as a web designer by day. In his off time he is a husband, father, and musician. Aside from being a freelance writer for this Customer Service Jobs blog, he also seeks to assist in career choices and information by contributing to other Nexxt blog sites.