Don’t sell yourself short when negotiating starting salary

If you’re entering the workforce, you’re probably more focused on just landing a job than what it will pay. “Of course,” you say to yourself, “a big paycheck would be nice — but don’t risk turning off an employer by asking for too much.”

Instead, tell yourself: “I’m not going to sell myself short.”

Experts say one of the biggest mistakes job seekers can make is not negotiating their starting salary. “Salary negotiation is about the value you bring to an organization, ” said Lisa Skeete Tatum, CEO and co-founder of Landit, a career resource for women. “Aim high, and be rewarded for what you’re worth.”

If you don’t negotiate for what you’re worth, it could cost you throughout your career. “Even a small bump in pay translates into bigger annual raises and possibly bigger bonuses as well, year after year,” said Carla Dearing, CEO of SUM180, an online financial planning service.

To get paid what you’re worth, follow these steps.

Know the average pay for the position you want: To be in a strong position to negotiate a good salary, it helps to know what someone in a comparable role in your industry is paid. “Accurate information will bolster your confidence as the negotiations warm up,” Dearing said. For starters, recognize that your pay will hinge greatly on your degree and the field you plan to enter. Free websites such as Salary. com, Glassdoor.com and Pay Scale.com can give you a general idea of what the pay is for particular types of jobs.

Deflect the salary requirement question: It’s acceptable to ask early in the interview process what the pay range is for the position you’re seeking, said Henry Goldbeck, president of Goldbeck Recruiting. But don’t rush into revealing how much you want to be paid, Dearing added. If you’re asked to list your salary requirements on a job application, answer “not applicable.”

“Or, if you are asked the question in person, respond with something like, ‘I’m sure we can find a number that will be fair, but first I want to see whether this job is a fit on both sides,’ ” she said.

Focus on what you can bring to the job: Find out what the employer is looking for in a job candidate so you can deliver it, said Joel Curry, a career advisor and resume expert at ResumeGenius.com. Figure out what qualities and experience you have that set you apart from others.

Prepare your pitch: Give potential employers a salary range with the amount you hope to receive at the low end and a high number at the top of the range. “Oftentimes, a company will come back and offer something in the middle,” Dearing said.

Once you’ve settled on a salary range, practice your pitch. Be friendly but assertive, said Kathy Downs, vice president with Robert Half Finance & Accounting staffing service.