Do's and Don'ts of Salary Negotiation

Dear Valued Partners,


Does the idea of negotiating a new salary make your palms sweat and your throat dry?
If so, you're not alone. Some of the highest level, most confident professionals I've met would rather get a tooth removed than negotiate their own salary.


At Navigos Search, we want you to be successful and negotiate the best salary you can. Follow our "Do's" and "Don'ts" below before and after you receive an offer and negotiate your next salary with confidence.

Do’s:

• DO give the employer your desired salary range if they ask you about salary
  Sometimes an employer wants to make sure that your expectations are similar to the employer's salary budget for the position. This is normal. If you are asked about your current or expected salary, do share your current salary as well as the salary range that you expect. Be sure to note any salary increases or bonuses you expect in your current job. If you expect a salary far higher than your current salary, show evidence that the market is paying higher for your skill set and you expect to be compensated similarly in your next position.
• DO make a list of everything you want
  Now is the time to begin planning your negotiation. Make a list of everything you might want -- salary, benefits, training, opportunity for promotion, vacation time, etc. Compare your list to the offer. Decide which of these is more important to you and which are less important to you. Then decide what to ask. Understand that you likely will not get everything you ask for.
• DO ask for more
  There is an old idiom - "Don't ask, don't get." If you want more than they have offered, YOU MUST ASK.
  
  Here's how: Call the company back. Tell them how excited you are to join their company. Compliment them and be high energy. Then say you had been expecting a bit more given your understanding of the market and how much value you can add to the employer. Tell them your higher desired salary (make sure your ask is in a reasonable range for that position). Be sure to emphasize how much value you can add to them and how excited you are to start right away.
• DO ask for the offer in writing
  Nothing is official until the offer is in writing. Sometimes an employer will call first and tell you the offer on the phone. Communicate your excitement and be sure to ask for a written offer letter. A written letter ensures that both parties are clear about the terms of the offer. Make sure the offer lists all benefits besides salary clearly -- how much vacation time, details on health insurance, training or promotion opportunities, etc.

Don’ts

• DON'T ask about salary before you get an offer
  Remember, during the interview process the company is discovering whether they want to hire you. It is not the time to ask them how much the job pays or how much you vacation will receive. Your objective is to show them how much value you can add to them. Only after they decide to hire you should you shift the focus of the conversation to salary and benefits. The right time for you to ask about salary is AFTER you receive the offer, not before.
• DON'T answer "Yes" right away when you receive the offer
  Even if you are very excited by the offer, don't say "Yes!" right away. Then tell them you are excited and that you'd like to talk to your family or friends before making an official decision. Not answering right away will give you time to think about your negotiating strategy.
• DON’T solely focuses on your desired salary
  If they cannot change the salary as much as you desire, consider asking for something else from your list -- more holiday, a chance to get a salary increase based on performance at six months, free parking or whatever else you can think of. If they agree, ask for a revision to the offer letter containing the new terms. Make sure to keep the discussion positive and high energy. If they agree, ask for a new offer letter listing the new terms.
• DON’T forget to communicate happiness and excitement when you receive the offer
  Tell the employer you're thrilled to receive the offer. It's very exciting. Communicate positive energy.

Remember, employers expect talented professionals to negotiate salary. But you MUST ASK. Follow the "Do's and Don'ts" above to get the compensation you deserve!

Best,

Chris Harvey
Chief Executive Officer
(Navigosearch.com)