Coming Out on Top in Salary Negotiations

Some employment opportunities state in black and white what wage an applicant can expect if hired, other positions are grayer in terms of salary. Below, experts offer suggestions on how to prepare for salary negotiations.

Timing the Dreaded Question

You may not want to ask upfront at the first interview. For experienced candidates, it's perfectly appropriate to bring up the topic, especially if you want to ensure that you are at least close in range.

If the employer doesn't bring up salary, a tasteful approach is to ask for a salary range.

The last thing the applicant wants is to sell himself short, but he also might fear pricing himself out of the running.

Many times you can turn the tables by asking, "What salary range are you willing to pay for this position?" Once the employer provides a range, the candidate can simply respond, "That's suitable" if the numbers are in line with his needs.

Proving worth

Candidates who land offers at the higher end of a salary range are ones who can demonstrate to an employer that they are worth the price. Some ways to do that include:

• Quantifying experience. ("You increased sales by 8%")
•  Researching the company beforehand so that you can tailor information to its needs. ("I see the company is interested in becoming 'greener.' Here are some ways I might be of help.")  
• Pointing out any extras that set you apart (advanced training, special certifications, knowledge of a second language, etc.).  

Reaching an agreement

Here’s a diplomatic approach to dealing with an unfavorable offer: Call back the next day (do not use e-mail) provide reasons you'd like to work with the company but after consideration there seems to be a misalignment with their needs and the value you bring to the organization. Ask if there is a way to bring the two into better alignment. If there seems to be interest, make a counteroffer.

Most employers will leave room for negotiation -- if not on salary then benefits. Ask if a car or cell phone allowance or extra vacation days are available to compensate for a lower salary. 

Finally, try to view negotiations as seeking a win-win situation for all involved. The company may be just as eager as you to make things work.