NEGOTIATION
Avoid these mistakes when discussing compensation with your employer
The idea of negotiating a job offer and/or discussing your compensation may feel intimidating and uncomfortable. But keep in mind that it’s reassuring to know you’re not alone.
Whether new to the job market or a veteran career builder, the mere thought of negotiating a job offer and discussing your compensation may push your stress level up a few notches. The higher you are on the corporate ladder, the greater the pre-interview stress you must be prepared to endure.
Approximately 90% of the 324 companies that responded to XpertHR Recruiting and Hiring Survey 2021 said that they are flexible about negotiating salaries with job candidates.
The idea of negotiating a job offer and/or discussing your compensation may feel intimidating and uncomfortable. But keep in mind that it’s reassuring to know you’re not alone. In a recent survey by website CareerBuilder, more than half (56%) of workers don’t negotiate when offered a job.
Understanding the nuances of negotiating salary is a valuable and important skill because it assures that you are fairly and equitably compensated for the work you do.
Andres Lares, managing
partner at Shapiro Negotiations Institute (at www.shapironegotiations.com) offers the following tips on what you should avoid saying during a salary negotiation.
• Don’t make the first offer. “Make the ask and let them give specific numbers,” said Lares. “This way, you have some time to think about the proposed amount and script your argument/discussion around an increase.”
• Don’t reveal how much you used to earn. It often seems like an easy basis point saying how much you made at your last job and that you expect a certain amount of compensation, said Lares. Rather than blurting out the first salary that comes to mind, research how much employees are compensated for similar work and years of experience. Use that as a reference point, Lares said. Or if a recruiter asks you how much you’ve earned, politely decline to answer. In many states, employers can’t insist that job candidates provide salary history information.
• Don’t use an aggressive tone. It’s OK to ask and push a little, but there’s no reason to be rude.
• Don’t leave it hanging. It is important to end the conversation with action/next steps. For example, don’t forget to have action steps whether you agree (when will it start) or don’t (when will we revisit).
The above salary-negotiating faux pas should not be forgotten. In fact, throughout your career, make it an ongoing goal to work at fine tuning your salary negotiating skills. As the saying goes, “practice makes perfect.”
“While salary is an important part of accepting a new job, don’t let it become an obstacle that prevents you from seeing the big picture,” said Lares.
“While it’s normal to want a job that pays well, failing to understand when, how, and why to negotiate your salary may cause the company to look for other candidates.”