Negotiate this!

Negotiating salary can be challenging, especially if you have had little opportunity to do so over your career. Keep in mind that negotiating is normal.

Rule No. 1, never provide your desired salary or even a range.  As soon as you do, you can be sure that you have just negotiated the ceiling of your offer. When asked about salary requirements say, “It is negotiable.” Or ask, “What is the budgeted salary for the position?” Salary information is readily available. Do your homework and be well aware of the pay ranges for the positions you are targeting.

Second, your previous pay does not determine the salary paid in a new position. Too many organizations use previous pay as the guidepost for making offers. The value of a position and candidate offers should be based on internal compensation plans and budgets. Sometimes there is no getting around providing a salary history but whenever possible avoid offering this information. Again, do your homework and be knowledgeable of competitive market salaries for given positions in your region (http://www.acinet.org/).

The third rule is to review the entire compensation package before accepting an offer. Don’t get too hung up on salary. You may find that the pay is nowhere in the ballpark when you consider the high healthcare premiums or the skimpy vacation accrual matrix. The opposite can also be true. A great benefit package or positive work culture can make up for a more modest base salary.

Base pay is important and it is unlikely that you will feel fully satisfied if you have to take a significant pay cut. Still, one of the unfortunate truths of today’s economy is that salaries and benefits are shrinking. Negotiate your way into your next position knowing that you may never again earn what you did at your last job. 

on Facebook on LinkedIn