Salary Negotiation Tips: From a Dreaded Confrontation to a Doable Conversation

Salary negotiation (or asking for a raise) can be scary, but what needs to be done must be done. You shouldn’t settle for less than you deserve, and you shouldn’t fear asking for more if you truly believe that you deserve it. Remember, your salary is a compensation for your work, a reflection of your contributions to the company.

Here are some tips to make the dreaded “confrontation” a doable “conversation.”

First things first – do your research. This way, you’ll be much more confident and ready to answer the question – “What is your desired salary?” It is crucial that you go into the room knowing exactly what you want, your number backed up by research and topped with confidence. To do this, you will need to do the following three things prior to the review.

1. Find out the typical salary range for your role.

Using websites like Glassdoor.com, Salary.com and Payscale.com, conduct a salary comparison for a specific role (titles may vary, but responsibilities/description should be more or less the same).

2. Keep in mind the different factors that go into determining a salary.

Company Size/Industry

Location (cost of living)

Personal Experience and Expertise

Tip #1: If you’re looking to work at a startup company, or a non-profit organization, that has little flexibility in cash resources, appeal for more benefits such as more vacation days, bonus, stock options, insurance, or just office perks! Don’t expect, or assume, that you will make the same money as your counterparts working in bigger, more well-known companies.

Tip #2: The less experienced you are, the more you should consider career growth opportunities (over money) as a valuable asset. Focus on developing your long-term professional worth instead of the money you will bring to the table in the short term.

3. Conduct an “honest” evaluation of what you can bring to the table, considering your:

Level of Education

Certifications or Courses Completed

Years and Level of Experience

Proven Skills and Abilities that will benefit the company

Tip #1: Defer the salary conversation until you have learned more about the role or until there is a mutual (and explicit) agreement that you are a good fit for the position. Show the hiring managers that you are worth the investment (during the interview) before you tell them what you think you are worth.

Tip #2: If possible, don’t reveal your current (or last) salary. Instead, ask the hiring manager what the salary range is for the position you are applying for and then either confirm that it works for you or express your concern. This opens up a dialogue and leaves room for negotiation.

Tip #3: If you’re in a position where you have to be vocal about your desired salary, give a “bolstering” range that exceeds your baseline by 5-15% and with your target at the low end. For example, if you’re hoping for a $70,000 salary, say that you would be happy with a $70,000-$75,000 range. You can look at this as a varied or modified version of the door-in-the-face technique, where you ask for more than you really want, knowing that the first request will be denied but the second (your actual target) request will be granted.

Finally, when asking for a raise or negotiating salary, it is important to emphasize your contributions rather than your personal circumstances. Quite frankly, it is not the business of your boss to take into consideration how many family members you need to feed, or how much you have in student debt. Mentioning your personal circumstances is also unprofessional, and takes the focus away from all that you have to offer the company. As stated before, your salary is a compensation for your work and a reflection of your contributions to the company. So know what you can bring to the table, be confident about what you deserve, and ask! By simply asking, you will have accomplished 50% of your task.