You can successfully put more dollars in your pocket if you learn
the techniques to negotiate.
A key concept to understand is this: Whoever mentions money
first loses. Always let the employer state what the salary
range is, don't offer what you want. Why? You can lose the job by
being too low. You could also leave thousands on the table, taking
you years of raises to recover what you could have asked for - and
gotten - during the negotiations time. Here's some guidelines to
secure a bigger paycheck:
Requests for a salary history…(one quarter of employers
do) just ignore this request. But if the ad insists, stating, "We
won't consider anyone who doesn't send a salary history" you can
comply in a clever way that preserves your negotiating power. Instead
of revealing your old salary, offer a statement of fact, citing
a salary survey source (available from professional associations,
in magazines or at www.salary.com). Quote them a salary range, commenting
that you are looking within that range.
Employers report that they use the salary question as a device
to screen out applicants. While you worry the employer won't pay
high enough, in reality often times employers eliminate you because
your salary was too low, thus automatically downgrading your skills.
Be careful of another clever trick. Always leave the salary boxes
blank on job applications. This is a legal document and can result
in your being fired if you "fudge" on the true number.
Don't reveal your salary -- ever. Many clients reported
they LOST jobs because early in the interview they told the hiring
manager their actual salary.
The HR recruiter later clued in a client that once the hiring manager
heard the low figure her current employer paid her, he devalued
her skills as "low level."
Too late, she learned the correct salary negotiation technique
is to never reveal a previous salary. She never made that mistake
again. A few weeks later, she masterfully dodged the salary questions
when interviewing with an impressive high tech company. Coupled
with good answers and solid work examples, she DOUBLED the pay of
the job she left landing a great mid-level management position.
If you are asked in an interview, "What salary you currently make?",
simply volley their question back with one of your own. Reply with
"What is the range that this job pays?".
Get the job offer first….then discuss money and benefits.
It's after the employer has screened candidates and decided you're
the one for the job, that you have the most power to suggest they
offer more -- money, vacation, perks -- and get it!
Try to negotiate. Many applicants simply accept the offer as given.
Too bad -- because in the last 18 months I've seen employers offer
higher salaries and more lucrative benefits packages, simply because
the prospective employee asked for them.
Source: Book, "60 Seconds & Your Hired" by Robin Ryan
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Copyright 2005 Robin Ryan. All rights reserved.