How to Negotiate Your Salary

Very few people enjoy this phase of the hiring process. 

Accept that YOU may CHOOSE to settle for less to survive the COVID-19 crisis.

As a job seeker during COVID-19, know that employers in some industries are in the driver’s seat, AND you are a valuable resource - they shouldn’t take advantage.

Do not think of negotiation as a battle. These are future coworkers. People you trust and respect. 

Think broadly about what is important to you. Research the company and see employee reviews on the culture, if possible. Make sure you are negotiating for something you want, not for sport. Know what your market value is. If you know that you won’t accept the role, don’t go through the exercise of negotiation. 

YOUR GOAL is NOT to give a number. 

Deflect questions around salary as best as possible early in the process. You are in a stronger position later in the process. In some states, it is illegal to ask about “most recent” salary. 

BEFORE you begin talking numbers, say something like:

• “What’s most important to me is to land a role that is a good fit for me, in an organization I respect. I don’t want any uninformed salary numbers to get in the way of our conversation.” 

• “I’m sure a company such as yours pays fair market value for this position, what is the range?”

• Push back with recruiters, “You are the expert, what is the range?” 

The person who gives the number first is in the weaker position for the negotiation. 

IF YOU ARE FORCED TO GIVE A NUMBER

1. Know what fair market value (same title in your geographic or comparable area) is. Search LinkedIn and Glassdoor, Salary.com, PayScale.com for salary information, and have a realistic expectation for base salary. Give a wide range. Don’t box yourself in. For remote jobs, try to find the national average. 

2. If you can’t give a range, give the midpoint. Even once you are given the offer, you can still negotiate. If you have to choose between a higher and lower number, choose the lower number so you don’t price yourself out of the opportunity before the interview begins. Err on the side of lower to keep the conversation going, but know what the expected range for the job is.   

3. Try not to be the one to give the base salary number first. If they ask, inquire about the position range. They should be able to give you a broad salary scale. If forced to give a number in an interview, give a range e.g. $70k-85k per year. 

4. Tell them you are open to negotiation. 

1. Think about your expenses and make sure the bottom of your range is at least close to your minimum workable number.  

2. Your desired, realistic number (think qualifications and experience) should be in the middle, based on your research.

3. If you are managing other people, you should definitely negotiate. 

4. Avoid giving one fixed amount - always try to speak in a range.

1. Inquire about additional compensation you can consider as you negotiate.

1. Medical insurance

2. Retirement contribution (at what point do they match?)

3. Annual leave / PTO  - based on level of experience not tenure with the company 

4. Life / disability insurance

5. Cell phone, parking, transportation stipend, etc. 

6. Performance reviews and opportunities for future increases

7. Start date

8. Misc. perks such as working from home 

9. Incentivization based on the growth of the company

ACCEPTING THE OFFER

1. Once you have an offer, they have assigned a value to this job. 

2. Maintain flexibility, be collaborative, communicate carefully and slowly. Negotiate directly, not through the recruiter, so you can monitor the tone of the conversation. 

3. Make a distinction between the job / team and the offer / terms. You are excited about the position, and cool, calm and collected about the offer. 

   1. 95% of HR people expect you to come back and improve the terms. 

   2. Be enthused about the job but neutral about the terms of the offer. Be matter of fact, gather facts.

   3.  The verbal offering is a binding one.

   4. Set yourself up to negotiate by explaining that you need time to make a decision: “This is great, thanks for this information, I look forward to reviewing the benefits package. I’d like to get back to you no later than 2 business days with any thoughts or questions I might have - is that OK with you?” 

   5. Then follow up with the hiring manager and let them know you’re enthusiastic about the job but thinking over the terms.  

1. To increase the terms:

   1. Given the expectations of the job, which I’m excited about, I’d like to have 10% more...

   2. State clearly why what you are asking for is fair. 

   3. Explain how the company will benefit from your making this reasonable request.

   4. Calmly inquire about options to improve the offer- the company can say yes or no.  For example, if you pose a question along the lines of “Can you help me make this work?” you are enlisting their assistance in an assertive way. 

2. Keep in mind that once you accept an offer, salary negotiations are over.

3. Consider updating this crowd-sourcing platform about hiring freezes, etc. to let others know what’s going on: https://candor.co/hiring-freezes/

NOTE: IT IS RARE that an employer retracts an offer after a salary negotiation. IF this were to happen to you, it says more about the employer and how they treat their team than it does about you. You just dodged a bullet! 

Learn more about salary negotiation through Payscale’s site.