Salary and Negotiation Tips

Answering Questions of Salary

Discussing salary is a touchy subject in any job interview -- what if you ask for too much or not enough? Here's how you can navigate the salary question and position yourself to make more money, before and during the china esl job interview.

First, when replying to classified ads that ask for salary requirements or a salary history, do NOT to answer directly. Because, any answer will hurt your chances.

Remember that a typical classified ad can produce hundreds of resumes. And a fast way to make that pile smaller is to weed out applicants who are either too expensive (over-qualified) or too cheap (under-qualified).

So, in your cover letter, it would simply say: "My salary requirements are negotiable." This shows you've read the ad, but are choosing to dodge the issue. On the contrary, it gives them one LESS reason NOT to call you.

What about salary questions in the interview? These require advance planning.

You can say: "Well, I'd like to make as much as other employees with my qualifications." (Here you can repeat 2-3 of your most valuable skills or achievements, just to remind them how qualified you are.) Then add: "And what is a typical salary for this position?"

Another strategy is to avoid a specific salary ... and name a pay range instead. Say: "I was thinking of a salary in the $25,000 to $35,000 range," (with $25,000 being the lowest amount you'd accept). That way, you can name a higher figure, if they try to pin you down, yet still be able to retreat to a point that satisfies you.

Finally, information is power here. If you can back your salary request with a list of average salaries you've obtained from the Internet or from phone calls, you'll enjoy greater leverage in your negotiations.

Tips for Requesting a Raise

You probably think you deserve a raise. But does your boss think so?

Here's how to go about convincing your boss that you're really worth more than you're being paid.

First, you must realize that doing a great job is NOT a good enough reason to justify a raise. Your employer EXPECTS you to do a great job. Your performance must be "over and above" what other employees in similar positions are doing. And you can't rely on your boss to recognize your true worth without help from you. If you don't ask for one, you may never get a raise.

So here's what you do. First, make a list of your specific accomplishments that EXCEED the job you were hired to do. Make your list as specific as possible. Provide a detailed record of how you've beaten goals, taken on additional responsibilities, and contributed to the organization's success in ways that were significant.

Second, do some research; find out what others in similar positions at other companies are making. If it's more, you definitely want to have this information to back up your request. (If it's less, don't mention it and be satisfied with what you're earning!)

When you have your ammunition ready, wait for the right time to ask your boss if you can talk with him about your performance. Timing is critical! You want to talk to him when he's in a GOOD MOOD. If he's in a bad mood, distracted by work problems, or otherwise not very approachable, WAIT. It doesn't matter how eager you are to request your raise. If your boss is not in a good mood, you'll just be wasting your time.

Once you've determined the timing is right, tell your boss that you would appreciate his considering giving you a raise, based on your "above and beyond" performance. Say you've taken the liberty of writing out your accomplishments for his easy reference, and give him your list. Then mention (if appropriate) what employees in similar positions are earning at other companies, and give him the data to back it up.

Do not mention a specific salary figure that you'd like to earn. This is the beginning of a negotiation process, and your first step is to convince your boss that your request deserves consideration. Once you pass that hurdle, be prepared to suggest a RANGE, such as a 3-5% increase.

If you've presented a good case and you know from your research that you are worth more than you are being paid, chance are good that you'll obtain your raise. But it depends on many factors, least of which may be your boss's desire to keep you on his staff. He may agree that you deserve a raise and desperately want to give it to you, but this may not be a decision he has the authority to make. Plus the company's budget is another important factor. Depending on how well things are going, there simply may not be enough in the coffers to pay you what you're worth.

If for whatever reason you are unsuccessful in obtaining a raise, you'll need to decide what your next step should be. If you love your job, you may be willing to continue working there. If not, be prepared to start looking elsewhere if a higher salary is your top priority.

Negotiating Salaries - Negotiating the salary you deserve...

Most of your job hunt should be a win-win process - you are seeking a good employer in your chosen field, while recruiters are seeking good candidates who will fulfill important functions within their organizations. A good match benefits both.


This is not true when it comes to negotiating salaries. Salary negotiation is where your goals conflict directly - your goal should be to get the best salary possible, one that captures a fair proportion of the value you can deliver. The recruiter's goal is to recruit you as cheaply as possible without you feeling exploited.


You can just 'roll over' and accept what you are offered or a small increment on what you are already being paid. If you do this, then you lose. For example, if you do not negotiate you may lose $5,000 a year for 5 years - think of what you could do with $25,000!


By doing a little research and playing the negotiation game, you may find that you can substantially increase the salary you are paid.


Putting Yourself in the Best Position

An important part of the negotiation occurs before the negotiation starts.
Firstly, it is useful to have other recruiters interested in you - this gives you the power to walk away if the recruiter's offer is too low. If you have been active and organized in your job hunt, you should have plenty of interviews arranged - if you do, then make sure that the recruiter you are negotiating with knows. This will put pressure on him or her to make a good offer.


Remember also that recruitment is an uncertain and judgment-based activity. Companies often do not know whether they have made the correct decision until the new recruit has been doing the job for several months. Where potential recruiters can see that other people are interested in you, this gives them confidence that you must be a good candidate (and that you are therefore worth more).


Secondly, make sure that you research the sort of salaries that are on offer in the industry. Look at the employment section of the industry magazine and visit sites to help you to understand the salary ranges that are offered for the job, and help you to understand what are good and bad offers. If you can, research the salaries of people at the next level above you and at the next level below you. It will cause you and the employer real problems if you are paid more than your boss. Similarly, you will not be pleased if you find that you are paid less than people working for you!


Thirdly, think through how rare your skills are, and how many people have the skills the recruiter's needs - the more uniquely you meet these needs, the more power you have in the negotiation.

When Is It Appropriate?

Let's face it. Most of us would rather face a Survivor tribunal than negotiate salary.

The temptation is to accept or reject the offer as it is presented rather than to negotiate terms. But what if you are given an offer by an organization that has truly impressed you, that meets all of your needs except salary or benefits? If you accept it, will you do it with no regrets or hard feelings, especially if it means you have to share living quarters while your friends are working a similar job in a similar location for more money? If you cannot answer that question with a strong "yes," then it is probably time to negotiate.

  Negotiation is easier if you remember that its purpose is to reach an agreement. Consider it as a method to reach a situation that both you and the employer feel good about.

The Job Offer

When you receive an offer, express your interest in the company and enthusiasm for the job.  If the company representative does not offer the information, ask about their benefit package. Take notes. It is easier to have a written offer in hand, but that is not always possible.

Ask for at least 24 hours after receiving the offer to make a decision, although you can ask for more if you are interviewing with other organizations.  Tell the recruiter your career means a lot to you and you want to be very sure you are making the right decision.

After you have reviewed the offer carefully, decide which points you would like to negotiate.

Anticipate objections such as
"You don't have enough experience."
"The budget won't permit it."
"That is the maximum we pay for this position."
"That is what we pay new hires."
The Negotiation

Start with a positive statement about your appreciation of the offer and interest in the position, then indicate that you were hoping to receive at least (name your figure) in salary, or whatever you are negotiating.
If you have other offers at a higher figure, you can mention them at this point, or use information from your research to back up your request.
Ask if your figure is a possibility.

If the representative says it is not, ask if there are other ways you can achieve your goal, such as company assistance with housing or a car, an earlier salary review, a signing bonus, or different options on benefits so you can take home more.

Hopefully, the representative will be able to offer something you can accept.
Sometimes, the company policy is set and negotiation will not work. Your answer should be ready because you have already anticipated this. Either thank the representative for considering you and express regret that you cannot accept the offer, or accept the offer because of other things offered.
Even if your negotiations do not succeed, you have learned an important skill that will help you in the future.