Negotiating Your Salary Effectively
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Can you negotiate?
Negotiation is part of a recruiter's daily routine, and your approach to this question will interest them.
By showing yourself capable of negotiating intelligently and thoughtfully, you will prove your seriousness: you are here because their offer interests you, you have studied the matter well, and you have made a salary estimate corresponding to the position. They will naturally conclude: you are someone who doesn't take things lightly and, above all, you are "pro".
Negotiating during hiring or later?
The salary you define during the interview is highly likely to remain the same for the first 12 months of your contract.
It is therefore better to be clear from the start:
The proposed salary approximately corresponds to your expectations, and over time and with increases, you will obtain your desired salary.
The proposed salary is 20% or more below your expectations; then negotiate and be clear: how far can the recruiter go? Is it possible to progress in the future (promotion) and reach the desired salary?
This attitude may seem a bit aggressive, but as the proverb says: "Better to prevent than cure." In reality, the recruiter would mostly take it badly if you tried to renegotiate once in the position.
Try to see negotiation as an opportunity to find common ground: when they ask you about your expectations, the recruiter first wants to know if you are within their means. They are, like you, expectant. At that precise moment, you are both, in a way, on equal footing.
The ideal situation?
You are the last candidate and the recruiter tells you so. Translation: it's you they want to hire; you have the cards in your hands; negotiation is possible.
Who should bring up the subject?
As much as possible, let the recruiter bring up the subject.
The interview has been going on for a few minutes, and you have had time to assess the position and the corresponding salary. You listen to the recruiter who now addresses the question of salary.
If they offer you a salary that seems too low, then talk about your previous compensation, omitting nothing: bonuses, 13th month, etc. As a general rule, the recruiter will take it as a basis for negotiation.
If, on the contrary, they offer you a salary well above your last compensation, do not refer to it. Conclusion: always let the recruiter speak first.
Bluffing about your previous salary?
If the recruiter asks to see your last payslip and finds that you lied, you lose a good part of your chances. Overestimating your salary by 10-15% may be justified (desire for progression, benefits outside the payslip, etc.), beyond that you take risks!
How to justify your demands?
Gather as much information as possible about the position and its various tasks to justify your demands. To negotiate fairly, show what you can bring to the company. Talk about your experiences in quantifiable results.
How to minimize the differences?
If the recruiter's offer for your ANNUAL salary is below your expectations, express yourself in MONTHLY salary. This is a classic sales technique: the differences seem less significant and are easier to accept.
Don't only think about salary
Assess other aspects of your employment contract: bonuses, level and frequency of increases, 13th month, company vehicle, mutual insurance, specifics of the collective agreement, etc. Don't focus all your attention on salary: some benefits are just as rewarding!
Posted on February 7, 2011
