Author Topic: How to negotiate your salary when you're offered?  (Read 1351 times)


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How to negotiate your salary when you're offered?
« on: April 18, 2017, 10:20:44 PM »

Job interviewees sometimes worry that asking for more money will cause the employer to pull the job offer. But as long as you handle the discussion in a pleasant, professional, and non-adversarial way, and as long as you're not asking for an unrealistic amount, no reasonable employer will pull an offer.

The biggest mistake you can make is to not negotiate at all. Don't make excuses—"The economy is awful", "I'm lucky to have this offer", "I have no MBA"—and don't upset about being rejected. The courage to negotiate is particularly important for women—men are four to eight times more likely to negotiate salary. Salary negotiation is something at which hiring managers are usually a lot more talented than the people they hire. In the interest of leveling the playing field, here is a method for salary negotiation that can work for you.

The Jack Chapman Salary Negotiation Method

The best guide to salary negotiation I've found is Negotiating Your Salary: How to Make $1000 a Minute. In it, career coach Jack Chapman writes offers five rules for negotiating your salary.

Postpone salary negotiations until you're offered the job. Let your potential employer decide whether you're the right candidate, and then talk about money. The same is true of raises. Discuss a salary increase after you have your performance review.
Let the other side make the first offer. As in the Smith-Wenkle Method, your goal is to allow the employer to suggest a salary. Lots of people find it awkward to evade direct questions about salary history. For these folks, Chapman has recorded a short video that explains how to answer questions about salary expectations. (See also Penelope Trunk's advice on discussing salaries.)
When you hear the offer, repeat the number—and then stop talking. Chapman calls this "the flinch". "The most likely outcome of this silence is a raise," he says. This technique buys you some time to think while putting pressure on the employer. Often they'll come back with a higher offer.
Counter the offer with a researched response. Your counter-offer should be based on what you know about yourself, the market, and the company. This is why it's vital to do some research before the interview so that you know a reasonable salary range for your position.
Clinch the deal—then deal some more. Your last step is to lock in the offer, then negotiate additional benefits, such as extra vacation days or a company car. This is like agreeing on the price of a car before you negotiate the value of your trade-in, and it's a great way to get a better compensation package.
This method offers an excellent framework for negotiating your salary, but nothing better to learn from experience. If you are interested you can take interview, find some facts and know how the employer falls in love with interviewee.