Salary Negotiation 101

Once a person asked me if it was okay to talk about their salary history with an employer during an interview. They were concerned about discussing their history because it was a little low and they thought it would have a negative effect on their salary negotiation. They were wondering how they could avoid the topic with the employer until the right time. My rule is to never be dishonest with an employer, however it is a good idea to avoid this topic until you have nearly closed the deal with getting the job.
When I have been pressured by HR for an response to that question in the past, my preferred approach is outlined in the following checklist.
1) The approach I would take would be to ask to table the question until later in the interview or for another day. It is important to me that we have first come to a common understanding on the roles and responsibilities of the job, and also, the type of experience I bring to the job, and what I will be contributing to the new company. I would prefer to be paid in line with the current job market and within the companies standards for this role.
2) If put on the spot to respond during the interview, and they insist on knowing my previous salary, I mention the total value of what I expect for salary and all compensation. That includes cash, as well as benefits and other perks. I will mention holiday time, quality of life factors, and other things like pension and health plans. I also explain that what is most important to me is that the job offer is fair within the market rather than based on what I made in the past.
3) While you may feel you are a high performer, you also may be somewhere above average but not commanding the highest pay. Know the salary range for the job you are applying to, but be realistic when setting your percentile level for your salary expectation. The majority of people are between the 25% and 75% level. Remember that the employer will confirm your performance level with your past employers at reference checking time.
4) No matter what you made at your previous jobs, your expectation should be set at the fair market value for the job in your region. You may have earned less money in the past than the current expectations, possibly even a lot less. The reasons are not relevant to the new job, and therefore you would prefer to be within the companies fair range. Aim to make it clear to the new employer that you want salary negotiations to be fair, regardless of your past salary history.
5) Suppose you do reveal your past salary due to the pressure. It is important to do so under the caveat that you expect to be paid fairly, and that you don't feel that the information you are bout to give is all that pertinent. You need to paid an honest salary for your honest work. Just remember to be clear and firm about your expectations, all the while maintaining a level of respect and rapport.
Honesty is imperative when doing interviews. Employers have many means to determine whether you've been honest with them in the hiring process. What is most important is to be clear about what you can contribute to the company first, and that you expect fairness in the hiring process.

Trevor Davide Grant is a IT project managerin the software development industry and has extensive experience in salary negotiation. Trevor has worked for large telecom, power generation, software development consulting, and a prolific web 2.0 website. He has learned how to negotiate a salary in the most effective way. Learn great tips on the topic of salary negotiating at www.HowToNegotiateASalary.com.

Article Source: http://www.c3careerarticles.com

Please Rate this Article 5 out of 54 out of 53 out of 52 out of 51 out of 5  Not yet Rated

Click the XML Icon Above to Receive Articles on Negotiation Via RSS!