Essentials of Business Communication 10th Edition by Dana Loewy,Mary Ellen Guffey

Exercise 33

Does the idea of negotiating a salary scare you? If yes, you are hardly alone. Recent graduates generally don't have much bargaining leverage when pursuing entry-level positions. However, it does not hurt to try if you bring some special expertise or experience to the table. If you have proved your worth throughout the interview process, employers may want to negotiate with you. To discuss compensation effectively, though, you must be prepared for salary questions, and you should know what you are worth. You also need to know basic negotiation strategies. As negotiation expert Chester L. Karrass said, "In business, you don't get what you deserve, you get what you negotiate." The following negotiating rules, recommended by career experts, can guide you to a better beginning salary.
Rule No. 1: Avoid discussing salary for as long as possible in the interview process.
The longer you delay salary discussion, the more time you will have to convince the employer that you are worth what you are asking for. Ideally, you should try to avoid discussing salary until you know for sure that the interviewing company is making a job offer. The best time for you to negotiate your salary is between the time you are offered the position and the time you accept it. Wait for the employer to bring salary up first. If salary comes up and you are not sure whether the job is being offered to you, it is time for you to be blunt. Here are some things you could say:
Are you making me a job offer?
What is your salary range for positions with similar requirements?
I'm very interested in the position, and my salary would be negotiable.
Tell me what you have in mind for the salary range.
Rule No. 2: Know in advance the probable salary range for similar jobs in similar organizations.
Many job-search websites provide salary information. One of the best sources for salary and other candid insider information is Glassdoor. It allows you to search by region, so you know what similar jobs are paying in your area. The important thing here is to think in terms of a wide salary range. Let's say you are hoping to start at between $46,000 and $50,000. To an interviewer, you might say, I was looking for a salary in the high forties to the low fifties. This technique is called bracketing. In addition, stating your salary range in an annual dollar amount sounds more professional than asking for an hourly wage. Be sure to consider such things as geographic location, employer size, industry standards, the state of the economy, and other factors to make sure that the range you come up with is realistic.
Rule No. 3: When negotiating, focus on what you are worth, not on what you need.
Throughout the interview and negotiation process, focus continually on your strengths. Make sure the employer knows everything of value that you will bring to the organization. You have to prove that you are worth what you are asking for. Employers pay salaries based on what you will accomplish on the job and contribute to the organization. When discussing your salary, focus on how the company will benefit from these contributions. Don't bring personal issues into the negotiation process. No employer will be willing to pay you more because you have bills to pay, mouths to feed, or debt to settle.
Rule No. 4: Never say no to a job before it is offered.
Why would anyone refuse a job offer before it is made? It happens all the time. Let's say you were hoping for a salary of $45,000. The interviewer tells you that the salary scheduled for this job is $40,000. You respond, Oh, that is out of the question! Before you were offered the job, you have, in effect, refused it. Instead, wait for the job offer; then start negotiating your salary.
Rule No. 5: Ask for a higher salary first, and consider benefits.
Within reason, always try to ask for a higher salary first. This will leave room for this amount to decrease during negotiations until it is closer to your original expectations. Remember to consider the entire compensation package when negotiating. You may be willing to accept a lower salary if benefits such as insurance, flexible hours, time off, and retirement are attractive.Rule No. 6: Be ready to bargain if offered a low starting salary.
Companies are often willing to pay more for someone who interviews well and fits their culture. If the company seems right to you and you are pleased with the sound of the open position but you have been offered a low salary, say, That is somewhat lower than I had hoped, but this position does sound exciting. If I were to consider this, what sorts of things could I do to quickly become more valuable to this organization? Also discuss such factors as bonuses based on performance or a shorter review period. You could say something like, Thanks for the offer. The position is very much what I wanted in many ways, and I am delighted at your interest. If I start at this salary, may I be reviewed within six months with the goal of raising the salary to _________________?
Another possibility is to ask for more time to think about the low offer. Tell the interviewer that this is an important decision and you need some time to consider the offer. The next day you can call and say, I am flattered by your offer, but I cannot accept because the salary is lower than I would like. Perhaps you could reconsider your offer or keep me in mind for future openings.
Rule No. 7: Be honest.
Be honest throughout the entire negotiation process. Don't inflate the salaries of your previous positions to try to get more money. Don't tell an employer that you have received other job offers unless it is true. These lies can be grounds for being fired later on.
Rule No. 8: Get the final offer in writing.
Once you have agreed on a salary and compensation package, get the offer in writing. You should also follow up with a position acceptance message-letter or e-mail-as discussed earlier in the chapter.
Career Application. You have just passed the screening interview and have been asked to come in for a personal interview with the human resources representative and the hiring manager of a company where you are very eager to work. Although you are delighted with the company, you have promised yourself that you will not accept any position that pays less than $50,000 to start.
Your Task. With a partner, role-play the positions of interviewer and interviewee. The interviewer sets the scene by discussing preliminaries and offers a salary of $46,500. The interviewee responds to preliminary questions and to the salary offer. Then, reverse roles and repeat the scenario.