Negotiating Pay Rates

Pre-Negotiation Positioning

When a hiring authority starts to feel you out about your salary requirements, it's a good buying signal. This often happens towards the end of the interview.

If the hiring authority is really high on you sometimes an offer will be forthcoming on the spot. Other times the hiring authority may try to get an idea of what rate she may have to "sell" to her manager to get you.

If at all possible, get her to name a rate or range before you do. Try asking something like, "I'm open to a rate that would be fair to both of us. What do you anticipate paying someone to start?"

You will already have some idea of the hiring range from the pre-screening conversation. If the interviewer won't name a rate confirm your previous understanding of the hiring range. "When I spoke with (pre-screener's name) she indicated the hiring range was 'this'. Is that correct?"

Name your Rate

In negotiating pay you won't be able to go up once you've actually named a figure. Being able to come down a little can make it a win/win.

If your minimum is at the hiring authority's top end hiring range it can still work. But you have to be worth it. State a rate you can live with given the other considerations of the position.

Keep in mind that her ability to go beyond the hiring range will be limited. Unless she owns the business or otherwise has more unilateral authority, it's not likely to happen.

Wait for It...Wait for It...Wait for It...Go!

Negotiating Pay

Naming your figure and receiving an offer are two different things.

An offer should include the position title, a pay rate and a start date.

Offers are often made verbally before anything is put in writing. When you are offered the position with a corresponding pay rate your leverage to negotiate is at it's greatest.

A hiring authority may have been burned in the past by paying someone more than she ended up being worth. Or an up-line manager may be less than cooperative. In these situations the offer that comes back may be less than you might have hoped.

If this happens don't immediately reject the position or offer. Consider the entire package including paid time off and insurance benefits along with the intangible benefits. Examples of intangible benefits include flexible working arrangements, position location or level of authority. Then if appropriate make a counter offer.

Perhaps you can sweeten the deal by negotiating additional or earlier paid time off. Or by gaining a commitment for a formal review and an earned pay increase once you've proven your worth in 3 months time.

Try not to give up anything without getting something in return. Only you can decide whether you're willing to consider a trade off and what would be acceptable.

If you have to walk away do so knowing you did the right thing. Do not accept an inferior offer just to have a job until something better comes along.

This mentality leads to burning bridges which is never advisable. (It would be much better to consider contract or temporary work to keep money coming in while you look.)

Accepting an Offer

If you are able to come to an agreement both you and the hiring manager are happy with, Congratulations! Make sure you get the offer complete with any negotiated changes in writing. After you accept the verbal offer ask if you will be receiving the offer in writing.

Most often the answer will be yes. If that's not normally the company's policy ask if you can get an email outlining your agreement.

If the company operates "informally” or the opening is a lower level position getting the offer in writing may not be likely.

If you don't get the offer in writing send a follow-up thank you email to the hiring manager. Outline your understanding of the offer and ask for return (written) confirmation.

You can do this by ending the email with something like, "If I've misunderstood something or left anything out, please let me know." This usually results in some kind of response that you can keep for your records.

Negotiating pay that works for you both is win-win. But only if you both perform as agreed. Position yourself for success by holding up your end of the bargain. Make the hiring authority glad she chose you by exceeding her expectations.