Salary rule 1
Postpone salary discussions until you have been offered the
job.
The two reasons to wait are that you might be screened out of
the interview altogether and the employer might have an offer based on lower
previous earnings rather than market value.
Ways to postpone salary discussion.
I am paid very fairly for my responsibilities in my present
job. I believe I would be paid fairly here as well. Let talk about it when we
are sure I am the right fit for the role. For now let concentrate on making
sure I am the right fit for role.
It is a principle of mine not to discuss salary yet, because
it can throw us off track. What important now is to decide I am right guy for
the job. Let's make sure our goals match up
I wouldn't want to say anything at this point that might
scare you away and I am sure you don want to say anything that might discourage
me. I like to just keep an open mind for now.
There is one point I am pretty clear. I have absolutely no
upper limits. Now, what did you have in mind?
Or are you offering a job to me now?
Salary rule 2
Interviewer goes first. Make him name the opening bid.
Salary rule 3
When you hear the figure, repeat the figure and then be
quiet for 30s. This is followed by responding with the truth on whether it is
too high or low.
Your market value consists of your objectively researched
value+ individual value
The more you talk and listen, the more you have a sense how
much they need you, and how you can value add them.
Salary rule 4
Counter their offer with your researched response.
From my research I estimate that positions like this for
someone with my qualifications are paying in the range of x to y thousand
dollars.
Look for mutuality such as scheduling a tentative raise to x
dollars in 6 months.
Whatever you do, don't say no in the room. If they hold on
to their offer during the negotiations, you got nothing to lose.
Salary rule 5
Clinch the deal, then deal somemore. Sponsor professional
membership and training. What are the company leaves polices
Negotiate a performance bonus.
Check out the health insurance.
Negotiate a signing bonus. Future salary review.
Go back and think. Would you jot this all down so we are
clear? I get back to you as soon as u need to know.
