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Starting a new position is exciting, but you want to make sure you’re getting the salary you deserve (we all need to pay those bills, after all!). Negotiating can be an intimidating process, but you can be less fearful and get the salary you want by knowing what you shouldn’t say during your discussion.
Here are the biggest mistakes people make when negotiating their salary.
Not doing your homework
If you want more money or a special perk, it’s important to research the appropriate salary range and benefits for this position, how the company compares to other companies in this industry, and the company’s reputation for being receptive to negotiation. “Some will draw a line in the sand and refuse any discussion,” says career coach Roy Cohen. “Others may be open. It’s up to you to discover where this company stands on the spectrum.”
Not backing up why you deserve more
In addition to having a number in mind, you need to be specific about why you deserve that number. “Have concrete examples of what you have accomplished and what you can bring to the table going forward,” says Maricella Herrera, senior director of operations and strategy at Ellevate Network, a professional women’s network. “Keeping track of your accomplishments throughout the year is a great way to be prepared. If you are sure about how much you deserve that raise, you’ll be more confident when you are negotiating.”
Not asking for other things besides money
Don’t forget to include other benefits and perks into the negotiation. “Thinking of what else you’d want to get out of the negotiation is also important,” says Herrera. “Ask for that flex time, training, vacation time, health and wellness stipend — these also become great ‘plan B’ options in case the salary increase you want is not possible.”
Apologizing for asking what you want
Don’t apologize for believing you deserve more. “When you say you’re sorry, it implies that you have done something inappropriate or wrong,” says Cohen. “Asking for a better compensation package is an affirmation that you believe in yourself and your potential, and most important, that you are confident the company will benefit significantly by hiring you.”
Not coming up with a counteroffer
If the company you want to work for says your salary requirements are too high for them, but that they really want to hire you, don’t let it end there. “Make a counter offer like: OK, I’ll start at $10,000 less than what I’d like to earn, with the condition that my performance and salary are reviewed again in 90 days, and if at that time you feel I don’t deserve the additional $10,000 in salary, we can leave the salary ‘as is’ or discuss an exit plan,” says BJ Dowlen, president of Bodyworks Enterprises. “That’s a bold move and statement about the confidence you have in your abilities and what you can bring to the table.” During those 90 days, work your butt off and show them you’re worth the extra money!
xx, The FabFitFun Team
