Salary Negotiation

Chapter 5 of What Color is Your Parachute reveals the six secrets of salary negotiation. Before accepting a job, you should always ask about salary and negotiate. The first secret to salary negotiation is to never discuss salary until the end of the interviewing process at a company, and if an employer asks you what salary you are looking for, give them a range rather than a single figure. The second secret is that the purpose of salary negotiation is to find out how much the employer is willing to pay to get you. Unless the employer reveals their top figure for the position off the bat, they have a range in mind that spans from the lowest that they are hoping to pay you to the highest they can afford to pay you. The third secret to salary negotiation is that during the salary discussion, you should try to avoid being the first one to mention a salary figure. Generally, it is observed that the one to mention salary first, loses, so try to get the employer to talk about it first. If the employer asks you first, try to deflect the question back to them by saying you are first interested in hearing what they had in mind for the position.

Furthermore, the fourth secret of salary negotiation is to do research on the typical salaries for your field and for the organization by talking to people and searching online so you have an idea of the employer’s range before going into the interview. The fifth secret of salary negotiation is to define your salary range relative to the one you found researching, so that the lower end of your range can ideally be the upper end of the employer’s range. The sixth secret to salary negotiation is to discuss and negotiate for the benefits you want in addition to salary and then get everything discussed summarized in writing and signed by the employer. In this way, there is a record of the salary and benefits promised from the employer so they will be held to what you discussed and agreed upon. 

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