Dear Shirley

Underpaid Job Seeker Needs Help with Employment Application

DEAR SHIRLEY:
I've worked for the same company for 3 years. This is my first job out of school and I've learned a lot, but my pay hasn't gone up much for the work I'm now doing. I've been invited to interview for a job that should pay a lot more but first I have to fill out the company's employment application on line. I'm worried about putting down my low pay rate. I'm afraid it will cause a low-ball offer if I get the job. What should I do?
NEED MORE IN INDIANA

DEAR NEED:
First of all...Congratulations on landing the interview! You've already cleared a big hurdle.

Your concern about a low ball offer is valid. But you are actually in a stronger position than you might imagine. If the application does not require your current salary, don't fill in the blank. Alternatively, you can write confidential in that field (if allowed).

But if this on-line application is like many, (I want to say 'most' but don't have statistics to back that up :), you will have to fill in the salary or pay rate field with a number. If that's the case be honest and give them your 'number'. If there is a field for desired pay, be honest and put the pay range you expect there.

Maintain your negotiating leverage by positioning your low pay as the cost of your training. The message you want to send is this: You are now a more accomplished and knowledgable worker and expect to be compensated as such. (That's exactly what Elizabeth did and it worked well for her.)

Position your value without actually verbalizing this message. It's important not to 'negotiate' salary until an offer is forthcoming. But once you understand and internalize your value, let it inform all your interactions with company representatives.

Your next order of business is to prepare to ace the interview. Once an offer is forthcoming you will be in the best position to negotiate pay rates successfully . At that point your leverage will be greatest.

Best of luck and blessings to you.
SHIRLEY

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