Negotiating your salary is one of the first “tasks” that you will be doing at the job you are about to start, and as far as tasks go this is an extremely tricky one – whether you are a seasoned whale or a fourth year student. There are a number of different issues one needs to be aware of, such as maintaining the right attitude, not making promises that cannot be kept, not getting emotional, etc.
While negotiating a salary is not an easy task for any individual, and particularly less for more introverted, shy and “polite” individuals, following are a few tips to do it in a sophisticated and professional manner.
Know what you want
The best thing about an employer-employee relationship, unlike other relationships, is that there is a contract that one signs at the onset and both parties arrive at a mutually agreed upon expectation from one another.
There is no reason to be shy as so many of us are likely to be when it comes to talking about money. You don’t want a particularly crafty employer to use your shyness to lowball you.
Thinking it is too rude, demanding or belittling to talk about money will be the most expensive mistake you make. While most of us do not enjoy engaging in the “money-talk,” it is best to be firm and courteous and negotiate the number.
Go through the contract
It is common to focus on your consolidated salary instead of heeding the breakdown, which allows for HR sleight of hand tricks to fly under your radar. There are a number of questions to ask both yourself and your employer.
What is your base pay? Are the bonuses discretionary or guaranteed? Who exactly decides whether you deserve performance bonuses? Is your festival bonus’ percentage based on your base or your consolidated salary?
Don’t be the first to blink
An experienced negotiator will try to get you to name a number first. “What do you expect to earn?” is a simple but extremely high-pressure question to answer, and it is easy to give in to the pressure and fumble. If you really want the job, you will probably end up naming a figure lower than you are seeking, or that you know you deserve.
Nevertheless, when you really have to answer the question, it is best to answer it with another question: “What is the budget allocated for this position?”
Talk down
A number can always be negotiated down, but never up. Do not be afraid to name a figure that is too high (while remaining realistic, as goes without saying). The numbers talk happens at the end of a drawn out interview period, so you need not be afraid that you will name a figure so high the interview will immediately be terminated.
When you must name a number, if you stay within realistic bounds and still ask for a higher than expected number, you will enter a negotiation. By negotiating down bit by bit to the number both parties can work with, your employer will also feel like they are winning the negotiation.
Do not be difficult to deal with
Sometimes the best way to negotiate is to be flexible and let certain things that do not really mean that much to you go. A lot of people enter a negotiation with their mind completely made up, trying to slice off every morsel they can get. If you are rude, uncompromising and difficult, you may feel like you won the negotiation but you will be entering a new relationship on the wrong foot. A negotiation should leave all parties pleased with the outcome.
