Negotiating a Better Salary, Despite the Economic Climate
27 August 2009
Read by 5590 persons
It's a crisis, but that's no reason to settle for what your boss offers.
A headhunter recalls a client who was recently offered an annual salary far below what they felt they were worth. Instead of accepting the opportunity due to the difficult job market, the candidate and the recruitment firm negotiated and managed to reach a compromise with the company. To achieve this, they emphasized that the candidate's skills perfectly matched the position and mentioned that they would have difficulty settling in a city with a higher cost of living. They managed to get several thousand euros more.
Moral: don't hesitate to negotiate your salary.
Generally, it's best not to settle for what's offered. People receiving job offers now are clearly the best qualified for the position. There are so many candidates for each position that recruiters have to read hundreds of resumes and interview dozens of people. After all that effort, they really don't want to restart the interview process.
When you negotiate respectfully, you demonstrate precisely the skills they want to see you use in your position. "Companies expect you to negotiate," says Myers, president of Career Potential, an employment consulting and coaching firm. "They are disappointed if you don't, because they chose you for your business sense when you negotiate for them. They don't want an employee who just lets things happen."
The trick is to choose the right strategy
First, do some research to find out exactly what qualities the company is looking for in the position you are applying for. If your background and skills match, tailor your experience presentation to the position in question.
Never reveal the salary you earned in your previous position. This is irrelevant to your next salary, as the new position will be with another company, under very different circumstances. Finally, never suggest a salary before your potential employer. If you are asked, there are several ways to avoid answering directly. Here are a few ideas:
- "Salary is an important aspect and I'll be very happy to discuss it once we've established our mutual interest."
- "If we decide that I am the ideal candidate for this position, I am sure we will reach an agreement regarding compensation."
- "For now, I want to determine if I am the right candidate for this position."
Absolutely do not discuss salary until you have been offered the position. But you need to know how much you are worth by having an idea, even an approximate one, of average salaries for a given function. You will obviously need to take into account specific information such as geographical location, experience level, type of company (public sector, SME or large group). An accountant in a non-profit association will not earn as much as their counterpart in a large company. Don't hesitate to consult other job offers for similar positions that mention a salary.
Using professional networks
You can also talk to people who hold similar positions in companies of the same category to get an idea of their compensation. You can use professional networks like Viadeo, for example. But you should ask them if they are in the same sector, emphasizes Al Lee, director of quantitative analysis at Payscale. Compare your results with the offer you are given. If the salary offered seems insufficient, mention the results of your research to the recruitment manager or human resources. You could say, for example, "Given the salaries of other people holding this position in similar companies, the 15 years of experience I will bring to my position and the dedication I will show to the company, I must say that your offer seems rather modest."
Your ability to get an improved offer will depend a lot on the company's financial success. Public sector companies publish their financial information online and you can find them on financial news websites. Search for all possible information to determine how far you can push during negotiations.
Focusing on bonuses
If your potential employer cannot offer you a higher salary, suggest a signing bonus or ask to be evaluated and receive a possible raise earlier than the typical twelve months.
Another way to get around the problem is to enter the company at a higher grade. Positions often receive grades associated with salary ranges based on experience and responsibility. The top salary of a lower grade may correspond to the lower salary of the next grade. If you can negotiate to enter at a higher grade, you may be able to get a raise without also needing a promotion.
If, after doing all this, the company remains inflexible, consider accepting the position on a temporary basis. It's always useful to have something on your resume, and if you accept the position you will earn a salary and make professional contacts. But don't get trapped into finding yourself in the same position with the same salary in five years.
Tara Weiss
Published July 21, 2009
Posted online August 27, 2009
lefigaro.fr
A headhunter recalls a client who was recently offered an annual salary far below what they felt they were worth. Instead of accepting the opportunity due to the difficult job market, the candidate and the recruitment firm negotiated and managed to reach a compromise with the company. To achieve this, they emphasized that the candidate's skills perfectly matched the position and mentioned that they would have difficulty settling in a city with a higher cost of living. They managed to get several thousand euros more.
Moral: don't hesitate to negotiate your salary.
Generally, it's best not to settle for what's offered. People receiving job offers now are clearly the best qualified for the position. There are so many candidates for each position that recruiters have to read hundreds of resumes and interview dozens of people. After all that effort, they really don't want to restart the interview process.
When you negotiate respectfully, you demonstrate precisely the skills they want to see you use in your position. "Companies expect you to negotiate," says Myers, president of Career Potential, an employment consulting and coaching firm. "They are disappointed if you don't, because they chose you for your business sense when you negotiate for them. They don't want an employee who just lets things happen."
The trick is to choose the right strategy
First, do some research to find out exactly what qualities the company is looking for in the position you are applying for. If your background and skills match, tailor your experience presentation to the position in question.
Never reveal the salary you earned in your previous position. This is irrelevant to your next salary, as the new position will be with another company, under very different circumstances. Finally, never suggest a salary before your potential employer. If you are asked, there are several ways to avoid answering directly. Here are a few ideas:
- "Salary is an important aspect and I'll be very happy to discuss it once we've established our mutual interest."
- "If we decide that I am the ideal candidate for this position, I am sure we will reach an agreement regarding compensation."
- "For now, I want to determine if I am the right candidate for this position."
Absolutely do not discuss salary until you have been offered the position. But you need to know how much you are worth by having an idea, even an approximate one, of average salaries for a given function. You will obviously need to take into account specific information such as geographical location, experience level, type of company (public sector, SME or large group). An accountant in a non-profit association will not earn as much as their counterpart in a large company. Don't hesitate to consult other job offers for similar positions that mention a salary.
Using professional networks
You can also talk to people who hold similar positions in companies of the same category to get an idea of their compensation. You can use professional networks like Viadeo, for example. But you should ask them if they are in the same sector, emphasizes Al Lee, director of quantitative analysis at Payscale. Compare your results with the offer you are given. If the salary offered seems insufficient, mention the results of your research to the recruitment manager or human resources. You could say, for example, "Given the salaries of other people holding this position in similar companies, the 15 years of experience I will bring to my position and the dedication I will show to the company, I must say that your offer seems rather modest."
Your ability to get an improved offer will depend a lot on the company's financial success. Public sector companies publish their financial information online and you can find them on financial news websites. Search for all possible information to determine how far you can push during negotiations.
Focusing on bonuses
If your potential employer cannot offer you a higher salary, suggest a signing bonus or ask to be evaluated and receive a possible raise earlier than the typical twelve months.
Another way to get around the problem is to enter the company at a higher grade. Positions often receive grades associated with salary ranges based on experience and responsibility. The top salary of a lower grade may correspond to the lower salary of the next grade. If you can negotiate to enter at a higher grade, you may be able to get a raise without also needing a promotion.
If, after doing all this, the company remains inflexible, consider accepting the position on a temporary basis. It's always useful to have something on your resume, and if you accept the position you will earn a salary and make professional contacts. But don't get trapped into finding yourself in the same position with the same salary in five years.
Tara Weiss
Published July 21, 2009
Posted online August 27, 2009
lefigaro.fr
