OW TO EARN THE HIGHEST SALARY
              AN EMPLOYER IS WILLING TO PAY
             

Hiring managers will generally ask you during an interview the salary amount you seek. Try to divert the topic until such time as a job offer is made. You can respond in a number of ways:

• ◆ ask what the salary range for the position is or the budget they have allocated for it;
• ◆ say that if you both find you are a good fit for the firm, you feel confident a number can be worked out;
• ◆ tell them that based on your research, the position pays in the range of X dollars, and ask if that is correct;
• ◆ state your salary is negotiable and dependent upon the overall compensation package;
• ◆ tell them you would feel more comfortable discussing salary at such time as a job offer is made; and/or
• ◆ say you would consider any fair offer.

If the hiring manager continues to press you for a number, respond with several more of those answers. 

If he/she/they insists to at least know the range you seek, provide a salary range that comes somewhere between 15% above the midpoint and 15% below the maximum, allowing yourself room for negotiation when the time comes if you are offered the position. 

“Helping You Climb
the Ladder to Your Success”

Since companies have pay grades set for all positions and the salary you would come in at must fall within this range, knowing the salary range up front for the position you seek is your best starting strategy. 

Feel comfortable asking what the salary range is if you don’t already know it. Regardless of what you made at your previous position, you don’t want to start at the bottom (even if it is more than you previously made) and you shouldn’t ask for the top salary the position pays. The salary you seek should fall somewhere between the midrange and the maximum so there is room for growth.

• ◆ Typically, the first salary offered by the employer is the lowest paid for the position and there is room for negotiation. Hiring managers expect candidates to negotiate and are surprised when they don’t.
• ◆ Don’t say “yes” to the first job offer. It’s like throwing away money. There is usually room for negotiation.
• ◆ Remember, when discussing salary with a hiring manager, it is not about what you need, it’s about the value you bring to the table for the prospective employer. Be sure to reiterate your value based on your past accomplishments, especially those that made your company money or decreased costs.
• ◆ Stay positive, show your interest in the position, be genuine, and assert yourself with confidence. Don’t feel intimidated or act apprehensive, demanding, emotional, or argumentative.
• ◆ After you fully understand what the position has to offer, determine an amount you would feel comfortable with and happy to come to work for every day, not the least amount you would accept.
• ◆ Decide how much you’d like to work for the organization, and let that play into your salary negotiation. Don’t be afraid to ask for what you feel you are worth and a salary that is fair. The old adage, “the answer is always ‘no’ if you don’t ask,” holds true in salary negotiations.
• ◆ Once an offer is made, let the hiring manager know that you are excited about working for the firm and can provide a lot of value, but that you were seeking a salary in a higher range. State what you feel you are worth.
• ◆ Defend your worth by reiterating your qualifications. Show how your achievements can benefit an employer. For example, if you are seeking $125,000 and you had saved your previous employer $150,000, in essence your value has already paid for your salary!
• ◆ If the amount offered is lower than the market range generally pays, consider letting them know the difference based on the research you conducted. If it is less than you had expected, you can ask them how they came up with that amount.

• ◆ Once a salary amount is offered, provide a number that is higher than you would actually seek allowing yourself room for negotiation, and knowing you can bargain down.
• ◆ Sell yourself. Justify the amount you are seeking by capitalizing on a win / win strategy solution by providing a vision of how you can help the company based on your unique value.
• ◆ If unsure the amount is right for you, ask if you can think about it and get back to them. Sometimes a higher offer will be made at that time. Or, if you have other job offers, you can negotiate between them stating you had an offer for X dollars from another firm.
• ◆ Ultimately, the best salary range you might expect is one that falls somewhere between the mid-point and maximum the position pays (see chart above). If you are more qualified than others in your profession, there may be additional room for negotiation.
• ◆ If the final amount offered is firm and you still find it a bit low, you can ask about additional compensation going forward, such as by requesting an evaluation in six months with the potential for an increase at that time.
• ◆ Before agreeing on an acceptable salary, discuss the compensation package. There may be room for negotiation there as well, such as in your employee benefits, vacation time, stock options, having a flexible work schedule, educational reimbursement, commission or bonuses, relocation assistance, company car, and so on.
• ◆ Weigh your risk and reward before accepting the offer and decide how much you are willing to compromise.
• ◆ Once you settle on an amount, get the job offer in writing. You don’t want to quit a job or turn down other job offers and later find out that the position you accepted has been eliminated or offered to another candidate. You can also use the written job offer to gain leverage at your current employer should you wish to stay in your existing position if your salary were to be increased.
• ◆ If you find the salary is too low and they are not negotiable, thank them for the offer and walk away if you feel you need to. But if you really do want the position, be careful not to turn it down as they may pursue another candidate.