Again, you have a few options. For example, if a manager asks what you are making, you could answer instead with what you are looking for:
MANAGER: "What are you making right now?"
You: "I understand the market is paying in the $65,000 to $75,000range."
MANAGER: "That's outrageous. We can't pay that."
You: "What range are you thinking of for this position?"
Note: You haven't revealed either what you are making or what you want but you've still tested the hiring manager's expectations. The person who states a number first is at a negotiation disadvantage.
Or you could say, "My current salary is $32,000. I know the marketplace today is closer to $45,000. I have been willing to trade off the salary in order to build my skills [or whatever]. But now I am in a position where I don't need to trade off money, and I'm ready to take a position at market rates."
If You Are Pushed To Name Your Salary
Don't simply state your salary develop a line of pattern to soften it. Simply stating a number can be very confrontational, as with the $200,000 plus plus plus job hunter. If you have exhausted all the responses, and the hiring manager throws you up against the wall and shouts, "I want to know what you are making!"
You should name your salary only as a last resort. Managers want to know your last salary as a way of determining your worth to them, but it is certainly not the most reasonable way to decide what you are worth. For example, you would want to be paid more if the job requires seventy hours a week and lots of travel, versus one that requires only thirty five hours a week. How do you know how much you want unless you know what the job entails? You are being sensible to talk about the job first and the salary later.
Some managers cannot deal that way, so you have to be prepared in case you are forced to discuss salary prematurely. And even if you do name your salary, there are different ways you can couch it. For example:
- "My current salary is $32,500."
- "I make in the high sixties."
- "My base is around $25,000 and my bonus [commissions] is usually around $15,000, which brings my total package to $40,000."
- "I make in the range of $100,000 to $200,000, depending on my bonus." (This, of course, tells them very little.)
Remember to soften your mention of your salary with a line of pattern, or your response will sound too confrontational and too much like a demand: "I make... but salary won't be a problem because..."
You are trying to postpone the discussion of salary until after you have an offer, but in real life that is not always possible. Postpone it if you can. If you can't, be sure you know how you want to answer the questions. What are you making now? and What are you looking for?
No Absolute One Way
Salary negotiation is the most nerve wracking part of the job hunting process. At the beginning of your job hunt you are at loose ends not knowing where you are going, and feeling like you will never get there. But salary negotiation is the part people fear the most. It is a surprise monster at the end of your search.
You are in a great negotiating position if you can walk away from the deal. Therefore, make sure you have six to ten contacts in the works. If this deal is the only thing you have going, see how quickly you can get something else going.
What Is Negotiable?
Everything's negotiable. That doesn't mean you'll get it, but it is negotiable. First, think of what is important to you. Make a personal list of what you must have versus what you want. Decide where you can be flexible, but also know the issues that are deal breakers for you.
Think of your musts versus your wants. If you get everything you "must" have, then perhaps you won't even mention items on your "want" list. Go in knowing your bottom line requirements, what you would be willing to trade off, and what benefits perks could compensate you if you hit a salary snag. Have your own goals in the negotiation clearly in mind.
Salary is not the only form of compensation that might be negotiated. Other items might include:
- the timing of the first review
- closing costs on a new home or a relocation package
- use of a company car
- association or club memberships
- reimbursements for education
- bonus
Which is the most meaningful or valuable to you?
