When you are job seeking, much of your focus is on the front end of the process: resume creation, tailoring, networking, and interviewing. These are all key to being offered a dream job. However, if you do not also prepare intentionally for the negotiation process, you could miss out on the final sprinkles that make your new job a perfect sundae.
Negotiating can be awkward to navigate, especially for those who have never had to stretch that muscle before, but with some preparation and practice, a smooth and successful negotiation process is possible.
Often in the job search process, salary does not come up until the end, and that is great. This way, the interview process can focus on your skills and fit within the company. While you are being evaluated by the employer, you do not have anything to leverage in a negotiation, so keeping the money off the table can be to your benefit.
Once the employer makes an offer, you can focus on landing the full offer in a way that is best for everyone. To make that happen, let’s dive into three steps to fully leverage your negotiation:
Step 1: Research
Before a number ever comes your way, you should have a ballpark expectation. This stage of the negotiation actually should begin at the application phase to help you determine if the role will be worth your time and effort.
There are several tools you can use to dig into what to expect for a salary including:
On these platforms, you can search for location- and experience-specific information for the role. Once you have that information, you can then combine the numbers to one fair average. This same research can be used as a backup to your counteroffer by saying something to the effect of “based on market research in the area, I believe $____ would be fair for the role…”
Step 2: Assess
When the official offer comes through in writing, you should find more than just a number. Typically, you will also see an outline of health benefits, extra perks, telecommute options, and vacation days.
All of these factors are on the table for negotiation. It could be that the salary price is firm, but the company could adjust for an extra week of vacation. Or as a military spouse, you can decline health coverage and opt to see the savings in your salary.
This is a chance to play with all the pieces, get creative, and put together a valuable offer to both parties while accounting for nuanced items within the offer.
Step 3: Counter
When negotiating salary, it’s much different than buying a car. While you might be used to going back and forth multiple times with a salesman, you should expect an average of one response to your initial offer. Therefore, your counteroffer does not need to be outlandish with wiggle room to come down. Instead, you should be honest and well-informed.
Present the “why” behind your offer (research, education, experience, etc.) and be specific. Suggesting a firm number ($45,650) vs. a soft range (40,000 to 50,000) should generate a direct response, because it indicates the level of research and authenticity instead of a generic hope for more.
As you submit, remember to stay humble and keep your focus on the value you will bring to the company. At the end of the day, in any environment, you need to bring more in than you cost. Otherwise, it just won’t work. Know your worth, communicate it with humility, and set yourself up for that perfect next step in your career.
Happy hunting!
Great, great tips on a tough and intimidating topic! Negotiating anything, especially the ins and outs of employment, have always been difficult for me. But this really helps as I prepare to re-enter the workforce soon. Thanks!