When you are job seeking, best advice is to defer negotiations about pay and other benefits for as long as you can. After all, the best time to discuss salary is after the employer has told you that you are the best person for the job!
Employers usually enquire about salary early on in an interview process. Try and hold them off and continue with this tactic for as long as possible.
We advise deferring discussion on salary for several reasons. For instance, pitch too high and the employer may lose interest; however, pitch too low and they may also lose interest.
Handling enquiries
Rather than respond with a figure, you are better to say something like:
- I'm really interested in working with your company and I'm sure that whatever you offer is going to be a reflection of the job and my skills and abilities.
- I'm glad you are bringing up salary, I want to discuss this, but first of all can we see if I am right for the job, and what value I can bring?
- I'd like to earn what other people of my calibre are earning here. What is the salary range of the job?
- Can I ask you to take the lead on this, what is the salary range you have in mind for the job?
Related queries
You may be asked your current salary. If this is not relevant, don’t be afraid to say so. Don’t lie. If you do disclose it, make sure to include all the benefits and perks you enjoy.
Avoid telling people (including recruiters), the minimum salary that you will accept. Disclose this information and you may find that you are not offered any more than that figure.
Useful tactics
If an interviewer asks you how much you want, try steering the discussion around by saying, ‘I'm really interested in working with your company and I'm sure whatever you offer is going to be a reflection of the job and my skills and abilities’. Then ask them, what they have in mind.
When you do negotiate, seek a ‘win-win’ outcome - ‘I really want this job and I want to work with you, so let’s see if we can work this out’. Try to make sure that you are negotiating with someone who has decision making authority. If they don’t, you can only sell yourself short.
Include everything
When calculating your current salary, remember to include the value of all benefits. If an interviewer asks how much you make in your current position, you’re then ready to say, "My total package is..." and ready to give them the figure that includes everything.
Likewise, when considering a job offer, make sure you have full information on everything relevant and that you consider the package in its entirety
Be pragmatic
If you believe that you will be really happy in the proposed job and the only thing you can't get is more money - remember there's no way of putting a price tag on a job you enjoy.
Visit the Advice and Tips section of the website for more job seeking and career management advice.