Salary Negotiations and Responding to the Job Offer

Salary negotiations often make candidates uncomfortable, and rightfully so, as this is one of the trickiest parts of interviewing. A few suggestions on how to manage this topic may eliminate some of the discomfort.

If the topic comes up too early in the interviewing process, it is advisable to postpone the discussion. For example, you could say, "I would be happy to discuss my salary requirements, but I feel I need to know more about the position first. Could you tell me about...." The idea here is to buy some time. The more you know about the job, the better you will be able to pinpoint what it is worth in today's market.

If you are in the final round of interviewing and you are asked about your salary expectations, it is appropriate to clarify, "Are you prepared to make me an offer?" Try to get the interviewer to commit to you as the preferred candidate. Your negotiating position will be greatly enhanced if you establish that you are their first choice.

There comes a time when the negotiation can't be delayed any longer. Ideally, you know a lot about the position and how it compares in the market because you've done your homework, and you are the front running candidate. You are still likely to do better in the process if you aren't the first one to name a figure. You may be able to ask what they have in mind or what they have budgeted. If they tell you, for example, that the position is rated at $32,000 to $36,000, you can then say why you think you deserve to receive the higher end of the scale, based on your knowledge and experience.

With these suggestions, we hope you will feel comfortable in negotiating a salary that reflects both the market and your worth as a professional.