Career Strategies

"NEXT TIME, NEGOTIATE FOR MORE"
by Rhonda Edwards Powell*

During the interviewing process, many of us accept the initial salary offer from our prospective employer. Our failure to ask for more may stem from internal notions of gratefulness for being given an opportunity to work for the company and out of fear that someone is lurking over our shoulder ready to take the job at any salary.  Playing into those concerns, we often cheat ourselves by failing to negotiate a salary that reflects what we are worth. Keep in mind that in order to receive what you deserve, you must demand it! During your next job search, think in terms of the following to maximize your compensation

• Research the Salary Range for the Position:
  
  Knowing the salary range will give you an edge in negotiations. Start by gathering information from internet salary survey sites (e.g., www.Salary.com), asking colleagues in your industry, and reading trade publications. Head hunters can also provide this information. Hence, you should build relationships with various search firms, even if they are not involved in your ultimate placement.
  
  
• Wait First to be Asked About Salary:
  
  Wait for the company to initiate salary discussions. If asked about your current salary, first ascertain from the company the current range for the position. Sample Response : “I know that the market rate for this job is $275,000, what is the salary that the company thinks is justified for the position?” Nevertheless, when discussing your current salary do not inflate the figure in an effort to get to your desired salary (even if it is less than the company’s stated range) for the truth will eventually be discovered.
  
  
• Take Time to Consider the Offer:
  
  Once you receive the offer, do not accept it immediately.  Ask for time to "think it over." This request is reasonable and most employers do not expect for you to snap up the first offer on the spot.
  
  
• Show Me the Money or Something Else:
  
  You lose nothing by asking for more. Remember that the company made you an offer so that means that they want you. Simply ask whether there is room to move on the numbers. Another approach is to state your desired amount. Example: “I am excited about joining your team, but based on my expertise and my market value, I expected the salary to be $15,000 higher.” If the company will not budge on salary, see if you can augment some of your other benefits (i.e., vacation, personal days off, year-end bonus, etc.)
  
  In the end, make sure the deal you broker is in writing.

*Rhonda Edwards Powell is an attorney at Scripps Networks in New York City.