Salary & Job Offer Strategies
“The best way to appreciate your job is to imagine yourself without one,” declared Irish writer, poet and playwright Oscar Wilde (1854-1900). Unfortunately, too many people find this out the hard way during economic recessions, company bankruptcies, mergers, acquisitions and downsizing. Looking for a job is a difficult, time-consuming and lengthy undertaking. Most job seekers are inexperienced at discussing the details of a position, knowing the questions to ask and negotiating salary and benefits.
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Research and Investigate
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Researching jobs before applying and interviewing is an important, often overlooked, first step. An excellent online source for job seekers is the informational website O*net Online (http://www.onetonline.org/), sponsored by the U.S. Department of Labor. The site provides a wealth of occupational information, including job descriptions, facts on related jobs and occupational fields, salary data such as starting salaries, salary ranges and regional salary information. Pre-interview and follow-up interview preparation should include research into relevant job and salary statistics.
Handling Salary Inquiries
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Salary desired is often a question asked in telephone inquiries, paper, email requests and online applications. Sometimes online applications require an answer to the question before allowing the respondent to continue completing the form. One way to get around the salary question on online applications is to enter 0 for salary desired. Do not provide specific salary figures if at all possible, and try not to talk about salary until other job and employment issues have been discussed. Answer phone and email inquiries with statements such as: "Why don’t we discuss salary at the interview?" Or, "I have been earning a competitive salary." Another response is "I am very interested in this position, and I am sure we can reach agreement on salary." Dodge the question by asking a related question: "That is an interesting question. What is the salary range within your company for this position?" The best tactic when asked for preferred salary before an interview is to stonewall.
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Communicating Clearly
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Practice answering common interview questions at home. Learn to communicate skillfully and in detail your job qualifications. It is reasonable to ask about the competition for a position. Many employers will divulge the number of individuals they are considering. Follow up every interview with a letter reiterating why you are the best candidate for a position.
The Job Offer
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Salary usually does not come up for discussion until a second or third interview. Do not broach the issue until the employer mentions it first. Concentrate on selling yourself, emphasizing how you would be an asset to the company. An initial salary offer could be disappointing. Do not immediately decline the job. The next step is negotiating salary and benefits.
Negotiating Salary
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Negotiations will not go well if you are not willing to walk away. A job offer commonly precedes the salary discussion. At this time, it is appropriate to provide a particular salary figure. Additional job benefits, such as bonuses, profit-sharing, vacation time and deferred compensation, might be negotiable. When a specific salary is offered, get it in writing. Thank the employer, but do not accept immediately. Indicate you are very interested but wish to go home and think about it.
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References
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