Salary Negotiation

1. Research

Justify to your future employer why you deserve to receive a higher salary. To do this, you will need to spend some time researching your market value. Once you have found the appropriate salary range for the type of job you are being offered, you can more effectively negotiate.

Self-Confidence
It is crucial to display self-confidence in negotiations. Without it, a potential employer will feel that they don’t have to offer anything more to you. Know what you want in terms of salary, including the least amount that you will take. Know what you are worth through comparisons with peers entering similar jobs, and through research. When you approach the employer with your request for a higher salary, be confident that the amount you are requesting is what you are worth. By selling yourself in this manner, you have a better chance at persuading the employer to consider your counteroffer.

2. Recognition of Mutual Needs

Recognizing both your needs and your employer needs helps you gain empathy, realism and negotiating power. Put yourself in the position of the employer to better understand his or her interests, needs and perception of you. The employer initially values the position he or she is trying to fill more than he values the interviewee. Keeping this in mind, it is up to you to prove that your value equals or exceeds the value the employer places on the position. Thoughtful probing during the interview can help you determine the employer’s value of the job, such as asking what his or her goals are for the position. Self-confidence and good communication during the interview can display your value of the position itself as well as your value to the organization.

3. Calculated Timing

• Timing is everything. As a rule, salary should never be discussed before the offer is extended. If asked about salary requirements during the interview process, kindly avoid the discussion with a sincere response such as “I am certain that you will offer the best possible salary based upon my value to your organization.” By mentioning your salary requirement, you may become screened out of the selection process because the company believes that it cannot afford you. 
• Try not to finalize your discussion on salary until you know that they want you. When discussing salary, give the employer a range, not a specific number. 
• A job offer opens the lines for salary discussion and possible negotiation. Because you have been selected above other candidates, you have an advantage, which puts you in the position to negotiate. Now it’s time to evaluate the situation and communicate your interest, qualifications, value, and your fee for service.

4. Evaluation and Communication

• In most cases, the salary discussion should be initiated by the employer. Once the employer opens the discussion, it’s time for you to professionally address the issue based upon your research. One way to address the issue is by saying something like, “Well, from my research over the past few months, I’ve figured that a person with my qualifications in a position similar to this is paid anywhere from $35-45,000 a year.
• In addition to the salary make sure that you evaluate the total compensation package, including benefits and perks. Sometimes the perks can outweigh a salary increase. 
•  When considering an offer, do not feel that you have to come to a decision quickly or on the spot. Most employers will allow you time to think about the offer. During the thinking process, reaffirm your interest in the position to the employer. For instance, you could say, “I’m very excited about this opportunity. I would like to take a little time to think about everything we’ve discussed and would like to get back to as soon as possible. Would tomorrow be a good time to talk again?”
• Throughout the entire negotiation process, stay confident and poised, but also enthusiastic about the offer.