How to Negotiate a Salary Before a Reference Check
Negotiating a salary before a reference check is possible, but employers usually reserve the right to change or even cancel a job offer after checking references. Another potential obstacle is that some employers may have company guidelines prohibiting negotiating salary until after a full background check, which includes a review of references. Convincing an employer to discuss salary before a reference check may require taking a hard stance and sticking to it.
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Instructions
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Tell the hiring manager that you’re happy to provide references but would prefer not to do unless the employer is offering the position. This means not listing references on your resume or the application. Tell the hiring manager that you respect the busy schedules your references keep, and that you would rather the employer contact them only after extending an offer. Inform the employer that the extension of an offer shows that the employer is serious about making the hire.
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Negotiate salary after informing the hiring manager that you’re willing to accept a conditional job offer based on acceptable recommendations from references. Emphasize that you’d really like to know the compensation for the position before moving on to reference checks. Explain that you have a certain salary in mind, and although you’re willing to be reasonable, you have certainly salary expectations that merit immediate discussion.
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Hold your ground if the employer balks. Tell the employer that you want the position, and that you're willing to accept a conditional offer. Point out to the employer that you're a serious-minded employee and that you simply do not want to waste your references' time if you and the employer are not going to agree on salary.
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Walk away from the opportunity if offering references before salary discussions really is a deal-breaker for you. Tell the hiring manager that you are sorry, but that you must discuss salary before offering references.
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Follow up with the hiring manager in writing if you do walk away. Offer to provide references if the employer will at least provide a salary range or ballpark offer for the position.
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Tips & Warnings
Leverage for negotiating salary before a reference check is possibly stronger if the employer is recruiting you for the position. That helps you to discuss salary early in the process. If you were not recruited you can build leverage with a stellar performance throughout the interview process. Clearly outperforming other candidates places you in a favorable position to negotiate.
Provide the hiring manager with references if you receive a salary offer or enough information about a possible salary to make you comfortable with proceeding.
