While it doesn’t always appear in an interview conversation, the topic of money and salary can come up during an job interview. What do you do? How can you be prepared to eloquently handle salary discussions, and negotiate for the salary you need and want? Here are some suggestions for handling a salary negotiation with confidence and ease:
The first step is preparation. If you do a little research in advance, you’ll be prepared to have an educated conversation about salary. Take into account what the “going rate” is for the position, size of company, etc. in your community. Checking with your local office of the State Employment Division is a good place to gather information. You’ll also want to think about what the minimum amount you need to make to maintain your lifestyle is. It is a mistake to take a national average or try to aim for the top payment tier in your salary range (unless you are truly experienced and “in demand”). Consider what is happening in your community and region for comparable work in the field.
After you’ve done your research, come up with a “range” of salary that you are willing to accept. Start a little lower than the minimum amount you think you need. (Say, your minimum is $40,000 annual salary, start your range at $38,000 or so) and go up to the moderate to high side of your community norm. For instance, you would then be prepared to say you are looking for a salary in the range of $38,000-$46,000. By having this range in your head in advance, you’ll be prepared to answer the question with confidence and ease.
Body language and word choice are important in any negotiation. Make sure you are sitting with good, strong posture and an open body composure. Crossed arms, wringing hands, rubbing forehead or covering your face with your hands are all signs of nervousness and distress. As are squinting or blinking or looking away from the interviewer. Try to maintain good eye contact and calm composure while you discuss money. This is often challenging for people as we worry what the other person might be thinking. Let those thoughts go and try to focus on comfortably advocating for your own worth.
Chances are in an interview, you will not be coming to a set agreement on salary, rather the interviewer is trying to gauge your expectations. If the conversation has not included discussion of benefits and you are interested in the entire “salary and benefits package,” this is a good opportunity to include these questions in the negotiation. You might say something like, ” I am looking for a salary in the range of $38,000-$45,000, but I am also interested in finding out what sort of benefit package XYZ Company offers.” This lets the interviewer know that you are open to negotiating the entire “package.”
If a job offer is made and a salary offered that you feel is too low, be prepared with research about community standards and a good understanding of the job description if you intend to negotiate for a higher salary. By being informed, confident and non-threatening, you may be able to negotiate for a higher initial salary amount, but you’ll have to do your homework and be prepared. Keep in mind that other “things” may come into the negotiation besides salary – change in job title, adjustments in benefits, office change, more responsibility, etc. Stay calm and consider what your goals are in deciding what you’ll be satisfied with. Even if you don’t get exactly what you want, you’ll want to leave the impression that you are articulate, calm, controlled and informed. And, you’ll want to set the stage and keep the lines of communication open for future discussions.
End the conversation with a confident, warm handshake and departure. You will have likely discussed a lot of things other than money and salary, so try not to focus on that piece of the interview. You will feel better knowing you have honestly advocated for your salary needs, and the interviewer will be impressed with your negotiation skills and composure under pressure!
