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发帖数: 8232 | 1 http://www.businessinsider.com/tips-for-negotiating-the-salary-
Negotiating your salary can be awkward and challenging — and actually
getting the pay you want often seems impossible.
But it isn't.
"A job interview can be stressful, especially when it comes time to talk
about money," says etiquette expert and "Poised for Success" author
Jacqueline Whitmore. "However, you can get what you want and deserve — most
job seekers just aren't sure when and how to ask for it."
To master the delicate dance that is a salary negotiation, you need to be
able to push without offending the hiring manager or undercutting yourself.
Here's how the pros do it:
Research the market.
To successfully negotiate your salary, negotiation expert Kim Keating writes
in "Lean In For Graduates," you'll need to gather information to figure out
what you're really worth. "The time you invest can pay off in a big way.
And I mean that literally," she writes.
To protect yourself against accepting too little or asking for far too much,
you can turn to sites like Glassdoor and Salary.com to determine the
average compensation range for someone with your level of experience and
skills and in your industry or company (or a comparable one, in terms of
number of employees, revenue size, and location).
"At the end of the day, a candidate has a number in mind as to what they
think they're worth," says Eddie R. Koller III, managing director and
partner at Howard-Sloan-Koller Group, a technology and media recruiting firm
. "But a company has limits to what they can spend."
Set your goals in advance.
Once you know what you're worth, decide how much you would like to make and
what's the lowest offer you'd be willing to accept.
Ivanka Trump, CEO of Ivanka Trump Collection, says knowing what you want to
achieve before heading into a negotiation is "the golden rule" for
negotiating — but most people ignore it.
"Without a plan, you allow the opposing party to define your goals instead
of the other way around," she writes on Motto.
Don't talk money until the interview process is over.
If you can delay discussing pay until there's an offer on the table, you
should.
"Once they've decided that they have to have you, only then are you in the
position to negotiate," says Dan Martineau, president of Martineau
Recruiting Technology, a firm specializing in IT executive positions.
If your interviewer tries to talk about salary early on, Martineau tells
Business Insider that the best thing to do is to tell the interviewer you
would like to defer a conversation about compensation until after the
company has had a chance to evaluate whether you're the right fit for them.
Strelka Institute for Media, Architecture and Design/flickr
Open with something personal.
As previously reported on Business Insider, in an experiment where Kellogg
and Stanford students negotiated by email, those who shared unrelated
personal details over the course of the negotiation — hobbies, hometowns,
etc. — ended up getting significantly better results than those who kept
things to name, email, and the dry monetary details.
Opening up a bit sends a signal that you're trustworthy, according to Grant,
and it makes it more likely that they'll reciprocate.
Don't ever disclose your current salary.
Revealing your salary history has the potential to negatively affect your
income for your entire career.
"I would never, ever disclose my current salary or salary history to a
prospective employer, even if it means ending the interview process," writes
recruiter and "Ask the Headhunter" author, Nick Corcodilos. "That is my
advice to job hunters."
If an interviewer asks what your current salary is, Corcodilos suggests
politely but firmly declining to disclose your salary history by saying
something along the lines of, "I'd be glad to help you assess what I'd be
worth to your business by showing you what I can do for you, but my salary
is personal and confidential, just as the salaries of your own employees are
."
Liz Ryan, founder and CEO of consulting firm The Human Workplace, recommends
in a post on LinkedIn answering the question indirectly by giving your
target salary range instead.
"How are you ever going to increase your earnings if every time you change
jobs, you get a tiny raise over what they paid you at the last place?" she
asks.
Be prepared to prove your value ...
Don't be afraid to toot your own horn a little.
"Be prepared to prove your value to the employer," says Whitmore. "Have all
of your facts and figures in order. Come prepared with a list of your
qualifications, accomplishments (personal and professional), how you saved
your last company money or increased your company's bottom line, and why you
are the one best suited for the job."
University of Exeter/flickr
... but only provide a couple reasons for your request.
"When preparing to make a first offer, people often overcorrect," writes
Wharton professor Adam Grant. "They're so concerned about justifying their
positions that they marshal as many reasons as possible."
Grant points to research that found skilled negotiators averaged fewer than
two reasons per argument, compared with three reasons per argument from the
non-experts.
He explains that more reasons can dilute an argument, especially if some are
weaker than others. And presenting too many reasons can convey a lack of
confidence, "making clear that we're uncertain of the legitimacy of our
offer. An effective first offer is best supported by one or two compelling
reasons," Grant says.
Be excited, but not desperate.
You should reiterate your excitement and stay positive, but don't be so
excited that you seem desperate. You have no idea how many other candidates
the hiring manager is interviewing so play it cool, says Martineau.
"Desperate is problematic. Eager is not. I want people who are eager and
excited," he says. "It's only a good investment on my end if it's a good
investment on your end."
However, Koller says that showing the employer that you're excited about
working for the company does make them more inclined to give you want you
want.
Make the first offer.
As conventional wisdom goes, you should wait for the other party to make the
initial offer in order to get more information to act on.
In reality, Grant says it's much better to make the first offer because you
get to set the "anchor," the figure that affects the trajectory of the
negotiation. As previously reported on Business Insider, people who make
very high first offers end up with a much better result.
The first offer pulls the other person in its direction, and it's difficult
to adjust the other way.
Emphasize what the company gains by hiring you.
Recent research suggests that, when negotiating, emphasizing what you're
giving the other person as opposed to what they're losing makes the other
person more likely to concede.
Make sure you highlight what skills and experience you're offering the
company and your potential boss first, and use that to justify what you're
asking for.
Give a salary range rather than a target.
Offering a pay range instead of an exact number opens up room for discussion
and shows the employer that you're flexible. A range also "gives you a
cushion," says Martineau, in case your asking salary is too high.
"Most companies will meet you in your range, even if it's the bottom third
of that range," he says. "Basically, if they want you, they don't want to
send the wrong message by not meeting you in that range."
Presenting a range gives people information about what you're actually
asking for, and it makes you seem polite and reasonable — which means you'
re less likely to get hit with a hard-line counteroffer.
Use odd, extremely precise numbers.
Using a weird, precise number makes sense during a negotiation. For example,
instead of asking for $70,000, you're better off asking for $68,500.
Malia Mason, lead researcher in a study published in The Journal of
Experimental Social Psychology, tells Business Insider that using a precise
number instead of rounded numbers will give you a solid anchor. It also
gives off the appearance that you've done your research.
Even when giving a range, you should use precise numbers.
WOCinTech Chat/flickr
Pay attention to your body language.
"The way in which you carry yourself, even when seated at a desk, matters,"
Trump writes. She notes that most of our communication is nonverbal and that
messages are often conveyed through our facial expressions, gestures,
posture, and audible elements, like sighs.
Her suggestions: Don't fidget. Don't pick your nails or tap your foot. Don't
sit on the edge of your seat because it could make you look overeager. Don'
t hunch over and drum your nails because it could communicate aggression or
frustration. Don't cross your arms protectively because it could make you
appear meek and intimidated.
"Regardless of how fast your heart may be beating, sit upright, make eye
contact, and focus on breathing evenly," Trump writes.
Mirror the other person's behavior.
When people are getting along, they mimic one another — mirroring each
other's accents, speech patterns, facial expressions, and body language.
A Stanford-Northwestern-INSEAD study found that people who were coached to
mimic their negotiation partner's behavior not only negotiated a better deal
, but expanded the pie for both people.
"Negotiators who mimicked the mannerisms of their opponents both secured
better individual outcomes, and their dyads as a whole also performed better
when mimicking occurred compared to when it did not," the authors wrote.
Listen more than you speak.
"When people are uncomfortable, and many people are when they have to
negotiate, they start rambling as a way to fill the vacuum of silence,"
Trump writes.
"Some of the strongest negotiators I know just sit back and listen. The less
they engage, the more likely the other person is to slip up and offer
information they otherwise would have kept guarded," she says.
Strelka Institute for Media, Architecture and Design/flickr
Always counteroffer, but don't do it more than once.
Once you receive their offer, you are expected to make a counteroffer. No
employer wants a pushover. However, Koller says that you should not go back
to the negotiation table more than once because then "it becomes annoying to
the hiring manager."
"Once it gets really drawn out, it gets frustrating for both sides," and you
don't want to start a new job off on the wrong foot, he says.
Consider your alternatives.
If the employer can't meet your requested salary, be prepared to negotiate
for benefits, like additional vacation days or the ability to telecommute
one day per week, Whitmore suggests.
"Salary isn't everything, and I think you should be open minded," she says.
"If you don't get the amount you want, reply with, 'May I have a job
performance review in six or nine months?' This will give you a window of
time to prove yourself and then re-negotiate for a salary increase,"
Whitmore suggests.
Practice patience.
Give yourself time to think about their offer, Whitmore says. "Try not to
give a definite answer right away. Ask the employer, 'May I get back to you
at the end of the week?'" Separation creates anticipation. This extra time
will allow you to review your options with your family or other potential
employers, she explains.
Shutterstock
Keep a positive attitude.
"If you don't get the salary you think you deserve, don't share the news
with everyone you know," says Whitmore. "News travels fast and your comments
might come back to haunt you." And never bad-mouth an employer on social
networks, she adds.
"Don't take it personally. The timing may not be right or the economy may be
partly to blame. Consider this: The hiring manager may even call you again
in the future if a position in your price range opens up." |
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