Interview and Salary NegotiationIn an interview, when a graduate is offered a job, in the excitement of getting an actual job he/she may not be prepared to discuss or negotiate salary. Some job seekers accept the first offer quoted because they are concerned that negotiating will harm the job offer. So be prepared. The time to discuss salary is when the initial offer of a job is made. Prior to a job offer preparation needs to be made in the art of negotiation. At the beginning of an interview, if salary is raised before you know exactly what position is being discussed, you can ask to postpone the issue until you have a more complete picture of the position and its responsibilities. Refer to your skills and accomplishments and how they will benefit the company. Midway through the interview if salary is raised and discussion is proceeding well, you may ask if you are being offered a job. Continue to discuss your potential contribution to the organization. When you know the nature of the position and salary is mentioned ask the interviewer what range he or she has in mind, indicate that you are flexible and that you believe the organization is going to treat you fairly. Key Points- Research your salary range, be prepared to respond and stay flexible.
- Let the interviewer bring up the topic of salary.
- Do not accept the job without discussing the salary.
- Avoid a specific response if asked what salary you are expecting.
Difficult Questions- Have you thought about salary?
- What salary are you expecting?
- What is the minimum salary you would accept?
Possible Responses- What is the salary range for this position?
- I’m very interested in the position and my salary would be negotiable.
- Most of my peers who are also graduating in this major are receiving offers in $_________range. What range is offered for this position?
- The national average for a person with my education, experience or training is $______________.
- Considering the cost of living factors here, I would expect a salary in the mid $____________.
- I’d be expecting compensation in the range of $________to $__________.
Negotiation Points- Know in advance the salary range for your field and in your geographic area of interest.
- Prepare a budget to determine your financial needs.
- Decide before you go into an interview what salary you will accept.
- Be realistic, entry level salaries are less negotiable than salaries for mid-level and executive positions.
- Practice your salary negotiation skills with a friend.
- Document your skills and accomplishments and be prepared to talk about them.
- Never say, “I need at least ___________dollars.”
- Once you have accepted a job offer and salary level, be sure to get it in writing.
Market Rate/Salary Range Information- Review the collection of salary survey info in the Jones Resource Center.
- Use job listings which indicate salaries for related positions.
- Ask your friends and networking contacts.
- Call employment agencies or executive search firms.
- Contact professional associations.
- Review business and trade periodicals.
- Check out the on-line salary surveys.
Negotiation Plan- Negotiate one point at a time.
- Negotiate base pay first and then the points with which the employer will agree.
- Understand the comprehensive benefits package (ie., insurance coverage, pension plans, paid vacations, on what are salary increases based).
- (Note: If benefits and salary increases are good, they offset a lower starting salary.)
Other Sources of IncomeDo not discuss any other sources of income. Employers want to hire people who need the job. However, they do not want to hear about your personal expenses (baby-sitter fees, medical costs, car payments or other burdens). Comprehensive Benefit Package might include the following:- Bonuses
- Child and day care services
- Cellular or wireless telephone
- Child and day-care services
- Commissions
- Company credit card
- Cost of living adjustments
- Desirable office
- Discounts on company products
- Expense accounts
- Family leave
- Flexible work schedule
- Frequent flier miles
- Holidays
- Insurance – life, dental, medical
- Laptop computer
- Maternity/paternity
- Moving expense
- Overtime
- Paid travel for spouse
- Parking
- Pension
- Personal leave
- Professional membership dues
- Profit sharing plan
- Relocation expenses
- Retirement plan
- Secretary
- Sick leave
- Signing bonus
- Social club memberships
- Stock options
- Supplementary pay plans
- Termination agreement
- Training opportunities
- Tuition reimbursement
- Unpaid leave time
- Vacation
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