When my recent job search was zooming along at full throttle, my first concern centered around securing interviews (and subsequent offers). But once I was able to successfully navigate a few rounds of interviews and eventually make it to the point of receiving an offer, my confidence grew and I knew I was ready for the next phase: Salary negotiations.

While some people may shudder at the mere idea of engaging in salary negotiations, I actually look forward to this part of the process. Don’t get me wrong, I certainly was not always this way, but I’ve honed the following tactics and behaviors over the years in an effort to always put my best negotiating foot forward.

Learning how to navigate all of these has allowed me to walk into any negotiation as a confident, educated woman who knows what she wants. Here’s how you can get to that point, too….

Know what you want and what you’re worth.

a detailed illustration of your experience, skills, and accomplishments. This IS a time to sell yourself, but in a concrete way. Did you slash expenses by 15% while raising revenue? Tell them! Also, know what your threshold is–know your minimum arrangement and be prepared to walk away or stand firm when necessary.

Do your research.

What is the industry-standard in terms of salary for someone with your level of expertise, education, etc? How is the company performing? What exactly are the day-to-day requirements for someone to be successful in this role? Knowledge is power when negotiating salary–make sure you’re more than prepared.

Play the numbers game.

Here’s a unique twist to the negotiation process: Don’t mention salary until the absolute last possible moment. Do everything you can to steer the conversation away from salary–especially in the beginning phases of the recruitment process. If at all possible, secure the position before navigating the negotiation conversations. Then, you’re positive the company wants to bring you on board, which is like an ace in your pocket. Use it wisely and to your advantage!

Exercise energetic control.

Make sure to keep your enthusiasm for the position as high as possible in all phases of the process. Be sincere, smile, and remain in control (especially of your emotions) in case things start to go South. Maintain a comfortable rapport even when things feel tense.

Be creative.

Think outside the box! Perhaps your desired salary is truly out of range for the company. In this case, seek out alternatives. I’ve negotiated better health benefits, free gym memberships, more vacation time, comp time, flexible work schedules, working from home, etc. Demonstrate your ability to problem solve by suggesting creative solutions that keep your needs AND the needs of the company in mind.

Prepare for objections.

What if the recruiter/manager tells you that you’re “asking for too much?” or “your qualifications don’t match such a salary?” By anticipating these types of rejections before you enter negotiations, you can be prepared for any curve ball they try to send your way. Being able to think on your feet is a prized characteristic–demonstrate that from the beginning and you’re likely to get closer to what you desired even if it’s originally “out of the range.”

Stay positive.

Fake it until you make it. Even if your blood is boiling or you’re feeling the need to really give them a piece of your mind, remain calm, cool, and collected at all times. Visualize yourself in the role. Smile. Look at each rejection as an opportunity for further, more creative discussion (hello, more vacation days!). Whatever you do, continue to remain positive until you can all agree on a mutually beneficial package. You’ll be very thankful you did once that initial honeymoon phase is over and you’re potentially working 60+ hours/week.

 

What are your tips for salary negotiation? What’s the most creative perk/benefit you’ve ever negotiated?

 

Photo credit: asianjobportal