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Negotiations: Handling Difficult Conversations (Page 2)

 

Research, research, research

Know in advance the salary range of the job you are applying for. A good place to start is by looking up similar positions on Monster.com, or one of the salary and cost-of-living calculators. The ranges should be within $10,000 to $20,000 for comparable positions, depending on the organization. Such an analysis will help you determine if your current salary is too high or too low. Read the job descriptions carefully to see if you have all the qualifications necessary for that salary range. Cross reference the job descriptions to ensure that your resume shows all the skills that you have demonstrated.

Check Your Emotions at the Door

Often, I’ve suggested that when talking about money, to imagine that they are talking about someone else’s money and not theirs. If your ego is engaged at any point of the conversation, it can quickly escalate into a tug of war. Bad move. Salary negotiations are about money and never about power. Allow your emotions to rule and, without warning, the employer might be talking about what you are not worth, rather than what you are worth.

First Person that Speaks, Loses

You should not be the one to bring up money during the interview process. Let the employer broach the topic, but be prepared to discuss specifics. Before you throw out a number, know what the position pays and what your skill set commands. In this market, don’t be afraid to go tp the top end of the range, as employers will pay for top talent. The market is supply and demand — and guess what — you're in demand. Leverage your talent and start at the high end; you can always come down from there, if necessary.

When figuring the salary you wish to propose, go 5 to 10 percent (10 to 15 if you're comfortable) higher than your current salary. Expect the employer to say no. If your figure is rejected, explain briefly and concisely why you deserve the salary you requested, without anger and without begging. Don’t be afraid of pregnant pauses after you state your requirements. Silence simply means that the employer is thinking about it. Take a deep breath and …wait…

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