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Will you be underpaid in your next
job? If you can’t identify the exact point in your job search where you are
going to lose every bit of your negotiating power, the chances are good.
This tipping point comes when you hear
the words, “So, what is your current salary?” This pop quiz might come at any
stage of the job search cycle. You may be asked up front, as you start an
informational call, or the subject might not arise until you get to the offer
stage; it could be slipped in anywhere, so you need to be prepared to deal with
it. Mishandling this question will likely sound the death knell of your
negotiating power.
Taking the Fifth
As unfair as it sounds, employers
start negotiating at your current salary, not at your value. By revealing your
salary too early, you are setting your price at what your current and past
employers were willing to pay you, not by your experience and talent. Once a
hiring manager knows your current salary is $75,000, s/he will mistakenly assume
that you probably are too junior for that six-figure job for which you might
otherwise be interviewed.
Even if you appear to be perfectly
qualified, who’d want to purchase a hammer for $100 when they could get it for
$5.99? Unless you are interviewing at the Pentagon, telling them your sales
price is $75,000 when they are expecting to spend $100,000-$125,000 will get you
$85,000 at best. Why sell yourself short?
Know When to Say When
The compensation negotiation is often
seen as the last battle of a war, when in fact it is the homecoming dance of the
courtship. For the relationship to lead to a happy marriage, neither side
should leave the table with their pride hurt or their feelings damaged. It is
fine to push back when questioned about your current compensation, but know when
to give in; if not, you'll risk coming off as obnoxious. Remember, the employer
has yet to pop the question, and there are still plenty more fish in the sea.
When you feel the time is right is
disclose this information -- and it's usually fairly obvious -- remember that
compensation includes more than just salary. A paycheck of $75,000 with
benefits equaling $25,000 means that your next employer will need to compensate
you in excess of $100,000. If the benefits are not as good as you current
employer, then the base salary should make up the difference.
You Cannot Tell a Lie
At some point during the negotiation
you may be tempted to enhance, exaggerate, expand, or as I like to call it, just
plain lie. Just say no. We headhunters and human resources professionals are
not as dumb as we look and when we catch you in your lie, which we always do,
you will lose credibility, lose the job, and probably lose every chance to be
considered for any jobs with which we are associated.
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Polite Ways of
Skirting a Preliminary Salary Question:
1. “I’d be
happy to talk about that at the appropriate time. Why don’t you tell me more about …?”
2. “Before we
get to that, let me make sure I’m even in your ballpark. What is the salary
range for this position?”
3. “I’m
not comfortable discussing salary at this stage. Perhaps we can do so when
we meet in person?”
4. “My
current employer does not allow me to discuss the terms of my employment.”
5. “For
the skills and experience you want, I’d expect that this
position would not pay less than ‘x.’ Correct?”
Be Prepared
for These Pushy Responses (I Use Them All the Time!):
1. “We
don’t have a salary range and would like to survey talent like you before
setting it, and need to know.”
2. “I
need to know because my boss/client will ask and they won’t consider anyone
without a complete file.”
3. “I’m
afraid I cannot consider your application without your complete history.”
4. “I
understand that you may have taken a salary cut for this position, so give
me your last few salaries as well.”
5. “I’d
hate to waste your time. Let’s make sure we can afford you before we get too far down the road.”
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