Here is a the most valuable tip that you will ever get regarding how you should deal with negotiations over salary and benefits when being interviewed for a job: the best time to negotiate salary is after you have been offered the job.
I know that sounds crazy – but you are in the strongest possible position to negotiate when other people are out of consideration and the employer has decided that you are the person for them. OK – you may not be able to defer negotiations to this late stage but – please – understand that your interest is best served by deferring salary and benefit negotiations for as long as you can during an interview selection process.
Employers will usually ask about salary early on in an interview process. This is because they don’t want to proceed with an applicant who will eventually turn down their job offer because of pay/benefits.
You should avoid discussing salary in as far as you can, for a whole assortment of reasons. Pitch too high and they’ll lose interest in you; pitch too low and they may also lose interest in you.
It is important to note too, that the employer’s plan for the job can change. And, this may open up the possibility for higher pay.
Deferring Negotiations
Rather than respond with a figure you are better to say something like:
- ‘I’m really interested in working with your company and I’m sure that whatever you offer is going to be a reflection of the job and my skills and abilities’.
- ‘I’m glad you are bringing up salary, I want to discuss this, but first of all can we see if I am right for the job, and what value I can bring?’
- ‘I’d like to earn what other people of my calibre are earning here. What’s the salary range?’
- ‘Can I ask you to take the lead on this, what is the salary range for the job?’
Handling Enquiries
You may be asked your current salary. If this is not relevant, don’t be afraid to say so. Don’t lie. If you disclose, make sure to include all benefits and perks you enjoy. Avoid telling people (including any recruiter involved) the minimum salary that you will accept. If you give out this information you may find that you are not offered any more than that figure.
When You Negotiate
If an interviewer asks you how much you want, try steering around it by saying, ‘I’m really interested in working with your company and I’m sure whatever you offer is going to be a reflection of the job and my skills and abilities’. You can then ask them what they have in mind.
When you do negotiate, seek a ‘win-win’ outcome – ‘I really want this job and I want to work with you, so let’s see if we can work this out’. Try to make sure that you are negotiating with someone who has decision making authority. If they don’t, you can only sell yourself short.