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Negotiating Your Top Salary and "True Worth" by Denise L. Lidell, M.A. The first step to negotiating a salary that reflects your "True Worth" is to get a very good objective understanding of your appropriate salary range. Without doing some research to get the salary range of what is currently being paid to people in your industry, your occupation, your location and your experience - you are merely guessing. Once you have a good idea of the salary range, then place yourself in this range according to your level of experience and expertise in that position. If you are entry-level, your market value will go down to remain competitive. If you have a number of years of experience and knowledge in specific needed areas, your value goes to the upper end of the range. Next, avoid salary discussion until you are made an offer. During the initial interview stage, prospective employers wish to screen out anyone who doesn't fit into their preconceived specifications according to experience, salary requirements, special skills, and salary they are willing to pay. By the time you get to the offer stage, they know that they want you, and this is the time they are most willing to look outside their previously established criteria to get you on their payroll. To postpone salary discussion, you can say something like, "Don't worry about salary. I'm sure we can come to an agreement. For now, let's make sure the fit is right." Then ask a question about the position you are interviewing for. Once they are ready to make an offer, let them give you a figure or range first. If you go first, one of three things happen: you're too high, too low, or just right. If you are too high, you might lose the offer or beg for the job. If you're too low the best case scenario is that you leave the difference on the table. The worst case scenario is that the employer decides you're not capable of doing the job and they decide not to make an offer. If you were just right, you may still always wonder if you negotiated for less than what they were willing to provide. After they give you a figure or range, repeat the top figure in a contemplative tone of voice for 30 seconds while you compare it with your researched value. Then counter their offer with your researched response. If the offer was too low, you might say something like, "I appreciate your offer and I'd love to work here. I'm sure you want to pay me a compensation that is fair and that will keep me motivated and productive, is that correct? From my research, I estimate that positions like this for someone with my qualifications and experience are paying in the range of X to Y thousand dollars. What can you do in that range?" Make sure they will honor their present offer while you consider it. If they don't give an immediate response to your counter-offer, say something like, "Thank you for the offer. I will give you an answer as soon as you need it. When can I give you my definite answer?" If further negotiation gains you nothing, you can always decide to accept or reject the offer later. However, in the interim you might be able to negotiate bonuses, vacation time, stock options, company car, or other benefits that will make the offer come closer to your expectations. CareerCR.com (Opens New Window) Source: Career Crossroads
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