He Is Smartly When He Comes To An Interview Salary Negotiation: How To Earn More Money and Respect From Your Employer

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Salary Negotiation: How To Earn More Money and Respect From Your Employer

As important as a fair salary is to most of us, effective salary negotiation is an often misunderstood and avoided topic. According to current research, the average duration of the condition today is 3.8 years. Over the course of your career, how well you negotiate or start salary will have a huge cumulative effect on your quality of life.

So why does this skill remain elusive for many career professionals?

Many of us do extensive research and extensive preparation for job interviews. We craft the perfect resume, slave over cover letter drafts, and practice answers to expected interview questions. We make sure we are dressed appropriately, have references and are on time. But often, we only pay cursory attention to how, when, and why we become happy with our pay conditions.

One problem is that the cultural taboos in our society make talking about money impossible. Many of us view money negotiations as inherently unfair, or we feel guilty for not accepting what is offered. Wouldn’t haggling happen if you were buying handmade rugs somewhere in Turkey?

We want to believe that the first offer we hear should be the highest dollar figure possible; Plus, we don’t want to “rock the boat” and ruin our chances of landing that great job. That voice inside us whispers “Everything in this interview is going great! Now don’t screw it up!”.

Like it or not, however, you are a reporter. You can’t get off this ride. Negotiations occur regularly in our daily lives in dozens of ways. Given the fact that you can make or lose several thousand dollars in a matter of minutes, learning how to respectfully negotiate your salary is imperative! Notice I say it respectfully.

Unfortunately, I see countless candidates who either come off too aggressively or too politely for their own good. This is usually due to lack of self preparation and practice. Many candidates also fail to consider their position in the market and the position of the employer. Not good!

The good news is that salary negotiation skills can be learned or improved. Here are seven top tips for getting what you’re worth while maintaining the respect of others:

o Don’t believe that negotiating your salary effectively means you have to have the mindset of a used car salesman! You are not ungrateful for not accepting a slippery, out of line or thrown first figure. Most employers value candidates who have self-esteem and confidence; These qualities are manifested in the skill and tact in how you negotiate your salary–if you do nothing.

Think about it: If you demonstrate effective negotiation skills for yourself, doesn’t it make sense that you’ll negotiate smarter for your employer as well? Hiring managers pay attention to this.

o Remember that your value is more important than a number somewhere on a spreadsheet. Yes, this is true despite the common cries of “wage budgets are being fixed, this is the best we can do” or “in this economy, you have to be realistic”. Employers at large are not looking for “cheap deals” but want value for their employees.

A common misconception is that “I’ll have a better chance of getting the job if I don’t ask for more money–I won’t cost as much as other candidates.” Don’t go there! Focus on the value you bring, not how little you cost. By the way, if you do it right, the question of “past salary history” should be much less relevant. This means you will have a better chance of moving up the ranks faster in your career.

o Never (and I mean never) accept any type of benefits before you negotiate your salary. why Once you accept some form of compensation other than salary, the employer has leverage to justify why your salary should be lower. Always remember to get a contract on the starting salary. Then negotiate non-salary benefits and specials.

o delay talking about compensation; Try to discuss your value and what specific benefits you can bring to the table for as long as possible. Employers must consider you a valuable, one-of-a-kind resource–not off-the-shelf good with a price tag.

Consider those high-end infomercials that delay revealing how much the offer is worth (if at all) until the very end. The whole point of an infomercial is to draw your attention to the value of the good or service and its various uses and applications.

Surely something that clearly demonstrates a profit or cost-savings of $25,000.00 will be attractively valued at $2,499.99. But would you really pay attention to an ad that immediately says it costs $2,499.99? Probably not! The same psychology applies to salary negotiations. The longer the interview process continues, the more likely you are to be considered a valuable resource deserving of a higher salary.

o Do not accept any offer, no matter how lucrative, on the spot. Instead, express your continued interest in the position and clearly how you see yourself contributing (specify it again). Then always ask for 24 hours to consider the offer. A day will give the hiring manager time to find any necessary “wiggle room” if necessary.

Be passionate and enthusiastic, but don’t lose your objectivity–no position that will be the focus of your daily professional life for years to come will melt away in 24 hours. right?

o Remember the old axiom “He (or she) who speaks first loses.” Wait until the offer comes in–but don’t respond right away. Keep in mind that in many cases, what you are initially offered may be the lowest figure that the hiring manager dares to put forward.

This is mission critical territory: Often, even a casual remark you make constitutes an implicit acceptance of an offer…which can quickly become an explicit acceptance as the conversation progresses. Don’t let this happen! Instead, purposefully steer the conversation back to the position’s responsibilities. Who will you supervise? What are some tangible, specific contributions you yourself make? Where do you see yourself in the organization in the future?

The bigger the long-term picture you create, the more effectively you will negotiate. Only when you have a realistic present and future situation clearly alive can you really start negotiating.

o Don’t over negotiate. How do you know when to recognize what is too little or too much? By researching your market ahead of time. Don’t just go to http://www.salary.com and think you “must” make a certain dollar figure without considering the unique opportunities each employer has. This is not really true research.

Salary means compensation paid for services rendered. Your salary should be commensurate with your skills and experience built yesterday, but negotiated for the work you do today and tomorrow. Remember, in life you don’t get what you deserve… you get what you negotiate for!

Do you need more help? Check out this month’s HireWorks recommendations for some great resources.

Special offer! This month we will review 10 resumes at no charge. Find out what improvements you can make to get the attention of hiring managers and land that all-important first interview! Click here to submit yourself to be among the first 10 to respond!

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