NEGOTIATING SALARY

If asked, do your best to avoid mentioning a specific
figure since it will almost always be lowered. Try to get
the other person to mention a figure first.

If you are asked what you made at your last job, politely
state that you no longer work at your last job and that
the job you are applying for is completely different than
the job you last had. Ask what the salary range is for
your position, telling them that you will confirm whether
that is appropriate or not.

Ask the salary range of workers above and below you if
there is no prior history for the position you seek.

Salary discussion is not necessarily a job offer. If
unsure about it, ask. "Is this an offer?" If so, and the
figure is too low, at least give yourself an out.
Something like, "That is somewhat lower than I expected,
but I am interested in the position. Is there any thing I
could do in the near future to make myself more valuable
to your organization?"

Or, "I am very much interested in this position and
flattered by your offer. This is an important decision for
me and I would like some time to consider it."


Mentally calculate the value of the benefits you will be
receiving before agreeing on a definite figure for your
salary.

If you feel your performance will merit an increase, ask
for a performance and salary review after six months.

Don't discuss money during your first interview if at all
possible. If you ask, then you are giving the impression
that you are more interested in the money than the job.

Let the employer name the first figure, if it is too low
tell why you want to work for the company and how you
might benefit them . . . then state your requirement.
Decide before you go in what your worth is  and stick to
it. As a prospective employer, part of their job may be to
get the best for the least. Subtly remind them that you
usually get what you pay for.

If the interviewer insists, use your current or last
salary as a guideline. Then bracket your position. You
should have some idea what their salary is for the
position you are applying for. Use this for a broad
response. If you know that they pay around $30,000.00 for
instance, you could ask for "Somewhere between high
twenties to low thirties." This gives you both some
working room.

Once you are actually offered the job, you are in a much
stronger bargaining position. This is the best time to
negotiate. In fact, in my opinion, it is the ONLY time to
negotiate.

Basic rule: The higher the salary, the fewer the jobs.
Don't lie about your last salary, don't ask for more than
the market will bear. Be realistic. NEVER, EVER come
across as desperate. 

By the same token, do not EVER turn down a job because you
think they aren't paying enough. This includes doing so
without verbally stating it. If you act disappointed, you
will probably not be offered the job. Best to give
yourself at least 24 hours to consider. It may be
$3,000.00 less a year than you were considering, but what
if other benefits outweigh the loss of pay. Perhaps you
won't have to commute, maybe you'll actually be working
less hours, or get an afternoon off in the middle of the
week. It is important to seriously consider any offer.
Time may change your initial reaction.



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