The Sandspur

Issue date: 11/12/04 Section: Holt News

Question:

I would like some information about negotiating a starting salary. I am in the final stage of interviews with a company and know that I need to be prepared. Paul '05

Answer:

This is a great question Paul and is a topic that can generate significant stress for applicants. Many times, a recruiter will bring up the topic of salary early on during the initial screening process. For the purpose of answering your question however, we will focus on salary discussions during the later stages of the interview process.

First it helps to remember that the "negotiation process" actually begins when you have the first contact with the organization. Even at the initial stages, you have the chance to highlight your experience and promote your "value added." It is important to be clear on what you have accomplished and to be confident about what you can do for them.

However, even though the process starts early on, the topic of salary negotiations should not be tackled until they actually offer you the job! In the book, "Negotiating Your Salary: How to make a $1000 a Minute" Jack Chapman suggests that individuals respond to the question, "How much do you want to make? with "Does this mean that you are offering me the job?" If the employer says, "I am not sure, or well I need to know your salary qualifications," Chapman encourages you to say something like, "Hmmm. I am not quite ready to discuss salary. Right now, I would like to clarify, am I the person for the job? Can I be a top performer for you? Am I a good fit for your company? If so, you seem like a fair person and I am confident that we can work out a fair compensation arrangement." The key is never to discuss salary until you have a clear, unambiguous indication that the company wants to hire you.

Your negotiating position is strengthened when you take the time to prepare ahead. Before you enter into the negotiation process you need to be clear on your need! Know ahead of time those items that are on your "must have" list. These items will vary greatly from individual to individual and might include items such as a bottom line take home salary, location and perks like flex time or tuition reimbursement. Next, knowing what items are on your "nice to have" list makes comparing and evaluating an offer even easier.

Research will also help your position. Know the market! First find out what you can about the industry and the particular company and if possible talk with folks who are on the "inside". If this is not possible, websites like www. salary .com can be a good place to start. In addition, professional associations often distribute industry salary statistics as well.

Next, I want to encourage you to broaden how you look at a "salary." Negotiation is more effective when you examine the entire compensation package. This package might include medical insurance, educational reimbursements, perks and even things items flex time or professional development. For example, I recently received a posting for an office administrator. Initially it sounded like a fairly typical administrative position: full time, $13 per hour. However, when I asked about other benefits and found out that the employer paid 100% of the medical/dental coverage the value substantially increased! Then, when I learned that the employer would be flexible around evening degree classes the value increased again!

Finally, effective negotiation means creating a win-win situation for both you and the employer. Remain flexible and professional at all times. Remember that you will be spending a great deal of time at work and it is important to find a job that fits both your professional and personal goals. If you get an offer with a company you love or if you feel the position has great upward potential, a lower than normal salary might still be worthwhile. The process of negotiating, however, is an important skill, which, if learned early on, can pay handsome dividends over the course of your career.

Do you have a question for the Holt Career Coach? email Marian Cacciatore at mcacciatore@rollins.edu. She guarantees that all questions will be responded to individually or in this column.

Page 1 of 1

Article Tools