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Cardinal Rule #1: Never accept the first job offer.

Okay. Maybe if you are in awe and this is the best job offer you’ve seen, then sure. Go ahead and accept it, but consider this. In 2013, Salary.com surveyed over 1,000 employees and employers. 73% of employers said that they aren’t offended when people negotiate. 84% said they always expect job applicants to negotiate during the interview stage.

Most of the time people are hesitant about asking for salary raises because they are afraid the boss will rescind the job offer, but get this. The same study showed that 87% of employers have NEVER rescinded a job offer after someone attempted to negotiate their salary.

Though this study was done in 2013, the same still holds true today. According to research done by Robert Half in 2018, 70% of senior managers expect candidates to negotiate their salaries. In fact, a February article from the U.S. News and World History Report states that candidates have the most power once they have received a job offer. The hiring manager has shown an immense amount of interest in you and the company has likely invested a lot of time and resources into the hiring process. There is no better time to negotiate your salary.

When negotiating your salary, it is important to be concise, thoughtful, and polite, yet firm. On Introview and in most conversations, you will have about 90 seconds max to pitch your salary before the employer zones out or comes up with a reason to not compromise. It is very important to recognize that salary negotiation can be a very meticulous process, and it should not be approached flippantly. So here are some tips to persuasively negotiate your salary.

1. Do your research.

The most important aspect of salary negotiation is to do your research. When negotiating you have to build a case. It is not always about what you think your raise should be, but it is always about why you think that should be your raise. Your job is to help the hiring manager understand why you deserve what you are requesting.
Sites such as Glassdoor or Payscale can give you an idea of the typical salary range for:
  • Your level of experience
  • Your location
  • The job description
Other things to consider when building your case is your previous salary and the unique things that you can bring to the team once you have accepted an offer. If you don’t have any justifications after researching, then maybe accepting the first offer is your best bet.

2. Don’t ramble

As I have mentioned earlier, making a pitch needs to be concise. On Introview, you will have the opportunity to re-do your video before you send it on. However, if you are on a video call, then rambling could do you an injustice. Because hiring managers expect you to negotiate, they will be inclined to listen to what you have to say.

Though that is a good thing, it can be a negative experience if you come into the negotiation unprepared. You should have a general script with points that you think are important to address before you ever get on the camera.

Be sure to also think about potential questions that could come up during the negotiation process and prepare for those. Rambling through an answer could cause you to seem unsure or at the worse untruthful.

3. Don’t just go for the kill.

When people go to negotiate salary, sometimes they go straight for the kill. When negotiating, it is important not to look at the employer as your adversary. When you look at the employer as an enemy, it can cause you to be degrading, hostile, or maybe even a little cold when making your counteroffer.

Many people don’t take into consideration how far rapport, likeability, and delivery can get you in a salary negotiation. The person you are negotiating with will likely be the person you will be working with once you reach a compromise. If you are cold and unlikeable, then not only will that affect your negotiation, but it will also affect your work life once you accept the job. On extreme cases, it could even cause you to lose the job offer.

According to an article written on a Harvard website, one way to build rapport during a salary negotiation is to build trust by listening and acknowledging. It is okay to treat your negotiation as a conversation by acknowledging the original offer and being willing to listen to what the hiring manager has to say once you’ve made your points. Ask questions such as:

  • How was the salary calculated? – Ask when you present your research to show that you are interested to see other calculation methods and perspectives.
  • Is my request within your budge? – Ask when you’ve made your request to show that you know what you want, but you also still care about the company you are working for.
Another way to build likeability and rapport is to pay attention to your non-verbal body language while on video. Give an occasional smile. Uncross your arms. Lean in and create a point of eye contact.

4. Consider the entire deal

We hear isolated stories about millennials missing out on job offers all the time. Often we hear that it is because they tried to negotiate, but many times it is HOW they decided to negotiate. Millennials, especially millennial women, are feeling the pressure to ask for more money any time they are offered a job. Though more people are negotiating now than in the 90s, the subject of negotiation has not changed. Show us the money.

Looking for employment during the pandemic definitely put us in unprecedented times. Many businesses don’t have it within their budget to offer thousands of dollars more, especially for candidates with very little experience. In addition, many employers are beginning to be more transparent about the salary from the very beginning of the hiring process, which leaves little room for interpretation in the job offer.

This is why it is important to start looking at a job offer holistically. Salary negotiation and job offer negotiation are not synonymous. It is important to consider other things behind the base salary that could still make your life easier.

If you are set on negotiating base salary, be sure to negotiate multiple things simultaneously. Let the hiring manager know that you are willing to sacrifice base pay for things such as health insurance, extra vacation time, a signing bonus, benefits, or even the amount of days you work.

Another thing to do if a salary increase is not in the conversation, is to request to see or develop career development strategy before you accept the offer. See if or when they plan to raise your pay, give you bonuses, promotions, etc.

Conclusion

Negotiating your salary is not as taboo as it once was. Not only are over half of millennials into salary negotiation, but many employers and hiring managers expect candidates to open some form of negotiation. After receiving a job offer, candidates have the most power to negotiate. At that point, it is not about what you ask for, but it is about how you ask for it. Be sure to do your research, practice talking points, be likeable, and consider other options to ensure you get something from your negotiation.
Video transcript

You seen employer has sent you a video job offer. You are super excited until you get to the salary portion of the offer. You know, the only have three years of experience in your field. You also fill out the salary undervalues you, that's okay. One of the first rules of salary negotiation, is to never accept the first offer. A couple of key things to keep in mind is to not sell yourself short. And not to Ramble On interview, you are only creating a 90-second video to pitch a higher salary. So you don't have time to ramble or seem unsure of your request when creating your salary negotiation video. Be sure to be kind yet firm, start the negotiation video off with a question. What method did you use to calculate the salary? Or is it within your budget to increase the salary offer, do your research ahead of time? So you can quickly articulate, why you think your salary should be higher? Research things, such as the typical salary range for someone in your location, with your experience, or for the position you are applying for most of the time, a company will try to talk your desired salary range down. So raising the range slightly higher, could put you in a good spot when the dust settles and the salary negotiation video with compromises that you are willing to make. If you feel undervalued and are willing to compromise, a lower salary for something else, make it clear that you are interested in future compensation such as a raise promotion or increased benefits interviews, Platform allows for a straightforward and streamline way to negotiate salary for both employers and employees. Do your research, collect your thoughts and put your confident face on and you'll be one step closer to your desired salary.