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How To Negotiate Salary Skilfully Without Being Pushy

How To Negotiate Salary Skilfully Without Being Pushy

Warning: If you think you’re average, don’t read this.

This article is specially written for talented people who want to get a higher pay when getting a new job. If you think you’re just average, this article might not be suitable for you.

Most employees would love to have a higher pay when they get a new job. However, not all employees have the courage to negotiate a salary raise, as the discussion of salary is very often deemed as a taboo, a subject that agitates employers.

As a matter of fact, there can be still much room for negotiation about the details before you sign the contract. As long as you dare to voice out your thoughts, there is a high chance you land in getting what you expect.

This article will provide you with skills suggested by experienced HR and managers on how to negotiate a salary raise before and when you receive an offer.

Before the interview

Make sure you understand the job market

It is important for you to have an expected number in mind first. Otherwise, very likely you will be led reluctantly by any experienced HR.

As Ramit Sethi told in “I Will Teach You to Be Rich”: “If you walk into a salary negotiation without a number, you’re at the mercy of an experienced hiring manager who will simply control the conversation.”

And about what number you should have in mind, it is essential for you to gain some knowledge about what is the usual payment of your position in that industry in that geographic area.

Glassdoor is one helpful source for you to better understand the job market. In this website, when you type in the job title, you can have a glimpse at what salary other people usually get in that post in the specific district.

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    Should I reveal my expected salary in the cover letter or not?

    The question that troubles many job hunters is whether one should write the expected salary in the cover letter or not.

    And the answer is: don’t do that!

    It is not reasonable to write your expected salary in the cover letter if it is not required in the job ad.

    Showing the expected salary in the early stage runs a big risk. If you state something lower than what you deserve, you lose; if you write something higher than what you deserve, you lose too, as it may cost your chance of getting an interview!

    In this light, it is better not to state your expected salary in the cover letter if you are not required to do so.

    But what if you are required to state the expected salary in the cover letter?

    It is not unusual for the companies to want to know the candidates’ expectation in advance. To them, it is a matter of time efficiency — they want to pinpoint the potential employers who will accept their offer, and they do not want to waste time on those who are beyond the benchmark they are willing to offer.

    In case you are asked to state the expected salary in the cover letter, you have a few options.

    Dodge the question and show your maturity as well

    You can dodge stating it directly. You may redirect the focus from the salary to your passion. For instance, you can state: “Salary is only one of the factors I consider paramount in weighing a job offer. I am delighted to discuss it once I am as determined a strong candidate for the position.”

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    State a range that the company won’t say no to

    Or you can state the range you and the company are both comfortable with. In order to provide a safe salary range, you can once again refer to Glassdoor to have a look at what your counterparts usually get. Besides Glassdoor, you are also advised to inquire the personnel in that company beforehand to have a better understanding about what the price your targeted company is comfortable to offer.

    State the exact number like $53,750

    Or you can directly state the exact number you hope to settle on. Even though it is riskier to state exactly the number, sometimes stating the exact number may do you good. According to researchers at Columbia Business School[1], employees are more likely to be given an offer closer to their initial request, state a more precise number in their initial negotiation request when they state a more precise number in their initial negotiation request. The reason is, as the researchers explain, the employers assume you have prepared extensive research into your market value when you reach that specific number.

    Also, when you state the exact number, you can also aim higher than the usual range. It is because psychology shows that your bargaining partner has the feeling that he or she is getting a better deal if he or she negotiates down from your original ask. Given that your employer will almost certainly negotiate down your term, you may need some room and still end up at a salary you are pleased with.

    Should I still state it when a standard salary is already stated in job ad?

    There are jobs that are fixed with a price. For example you may see figures like these on a job ad: $22/hr, $50/day. For jobs like these, can you still negotiate a higher salary? The answer is yes.

    The point is, you should let your employer know how far you exceed their expectations.

    In order to persuade your employer, your approach is to emphasize your past achievement and your potential contribution to the company.

    For instance, you can negotiate in this way: “I wonder if the salary is flexible. Based on my achievement in education and my past experience in this industrial field, I’m confident I can help the company get 70% growth in the coming year. I wonder if you might be able to offer $Y instead”.

    However, one golden rule you should bear in mind is that every employer does have a range in mind. That is to say during the interview you may not want to present yourself as if you were ignorant of the salary information stated at the start. Show them you know it very well but at the same time you know you can over-deliver.

    During the interview

    When being asked about your current salary

    During the interview, the employer may inquire information about your current salary.

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    However, revealing your current salary may put you at disadvantage if the job you are applying can offer a salary much higher than your current one.

    To encounter situation like this, you are advised to quickly draw attention to other topics. Instead of focusing on your current salary, you may once again highlight your skills, your responsibility, and your contribution to the company. As employers desire capable candidates, showing your ability can put you at a better position in the interview.

    Besides promoting yourself, you can also express your outlook about the company, and your passion of growth. This can also underscore your ambition, which is also the quality that companies desire to see in candidates. In this way, the flow of the conversation will be around your advantages, instead of your history in the current company.

    How to handle if the employer says “NO”

    The rejection may sound daunting to you. However, according to Pynchon[2], a negotiation does not really start until someone says no.

    She explained: “It’s not really a negotiation if we’re asking for something we know our bargaining partner also wants. Negotiation is a conversation whose goal is to reach an agreement with someone whose interests are not perfectly aligned with yours.”

    Therefore, other than feeling sorry for yourself, you should rather be glad that you get a clearer picture about what your employer wants. At the same time, your employer also understands your requirement better.

    If your current suggestion is higher than what the company is going to pay, you may lower your term in the negotiation which you still comfortable with, and see if the company still rejects.

    Try to reach a common ground with your employer.

    If the employer still refuses to compromise, despite asking for a raise in salary, you may change the battlefield from the salary raise to other benefits, such as traveling compensation or vacation days. These all are matters that you can also bring up to the table and negotiate.

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    Do not accept the offer too soon

    If you are landed with an offer, congratulations!

    Meanwhile you should still remain your cautiousness. You should not accept the offer too soon. A lot of people are shy to hold on the offer, as they are scared their employers may pull back the offer.

    However, most of the time, as affirmed by Chase the career couch, employers don’t do this when they have already spent so much efforts on negotiating with you.

    Accepting the offer too soon may cost your opportunity to negotiate better terms. Despite the offer itself, some details can still be negotiated, such as the salary, the bonus, or other benefits. These all have room to be negotiated.

    After the interview

    Reevaluate your offer

    Following the discussion above, you need not accept the offer immediately. Instead, you can ask for more time for consideration. You can ask the employer: “I’m thrilled you want to hire me. Could you just give me a couple of days to think about it?” If the company values you, it will be happy to allow you time to think about.

    When you are considering the offer, salary should not be the only determiner. Besides salary, there are also other factors that are worth consideration.

    These 7 things, as suggested by PayScale, are things that are also worth your consideration.

    1. Vacation time
    2. The skills you may learn in the company
    3. Exercise
    4. Traveling compensation
    5. Clothing allowance
    6. Means of telecommunication
    7. Access to the company’s product or service

    These important factors also have huge influence on whether you will be happy in that company, thus worth of your serious reevaluation.

    Show your excitement no matter you’re ok with the salary or not

    After receiving the offer, you should first express your appreciation of the company’s decision to hire you. But don’t make it like you really need the job to survive. Instead you should show them how excited you are to contribute for the company and achieve your career goal with them. They will be able to feel your passion and eager to work with you soon.

    Only after this you can reveal your stance whether you’re fine with the salary they offer or not. Now, since the company has acknowledged your appreciation, they will be inclined to accept the terms you suggest.

    Reference

    More by this author

    Chris Cheung

    Editorial Intern, Lifehack

    How to Answer Behavioral Based Interview Questions Smartly How to Spot out True Friends in a World Full of Fake People What Are 4 Core Leadership Theories And How To Apply At Work Why You’re Not Incapable, You’re Just Burning Out How To Negotiate Salary Skilfully Without Being Pushy

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    Last Updated on January 13, 2020

    Is It Time for a Career Change? (And How to Make the Change)

    Is It Time for a Career Change? (And How to Make the Change)

    Are you challenged at work? Do you regret career decisions? Are you happy? If the answer to the questions leads to a negative feeling, it is time to determine next steps.

    Many people settle for a career that no longer brings satisfaction. Most will respond by stating, “I am surviving” if a colleague asks them “How’s work?”

    Settling for a job to pay bills and maintain a lifestyle is stagnation. You can re-direct the journey of a career with confidence by taking control of future decisions. After all, you deserve to be live a happy life that will offer a work-life balance.

    Let’s look at the reasons why you need a career change and how to choose a career for a more fulfilling life.

    How to Know if You Need a Career Change?

    The challenges of dissatisfaction in a career can have a negative impact on our mental health. As a result, our mental health can lead to the obvious appearance of stress, aging, weight gain and internal health issues.

    You deserve a career that will fulfill the inner desire of true happiness. Here are common factors that it is time for you to change your career.

    Physical Signs

    Are you aging since you started your job? Do you have anxiety? What about work-related injuries?

    It feels amazing to receive a pay cheque, but you deserve to work in an environment that brings out the best of you. If the work environment is hazardous, speak to your boss about alternative options.

    In the case that colleagues or your boss take advantage of your kindness, feeling the anxiety of fear of losing your job because of a high-stress environment may not be right for you.

    Mental Signs

    One out of five Americans has mental health issues, according to Mental Health America.[1] In most cases, it is related to stress.

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    I remember working at a job in a work environment where harassment was acceptable. I had to walk on eggshells to avoid crossing the line with colleagues. My friends started to notice the difference in that I seemed out of character. It was then that I knew that changing a career to freelancing was the right decision.

    Here is a list of mental signs of workplace unhappiness:

    • The tension in your neck
    • Difficulties with sleeping
    • Unable to concentrate
    • High anxiety
    • Depression

    If you start to feel your self-esteem is diminishing, it is time to consider if working in a high-stress industry is for you. The truth is, this negative energy will be transferred to people in your life like friends and family.

    Are You Sure You’re Not Changing for the Wrong Reason?

    Most people that feel they need a career are frustrated with their situation at work. Do you really understand your current situation at work?

    The reason it is important to think about the work situation is some people decide to change career for factors that are insignificant. Factors that can potentially change if the person works in a different department or new organization.

    Here is a list of unimportant factors to think about before you decide to make the transition:

    Desire for an Increase of Salary

    The desire for a higher income can persuade some to believe they are in the wrong career. The issue with this is more money requires more time in the office or taking on several positions at a time.

    At times, pursuing a high-income role can be the complete opposite of what one is expected. It is what happens when a colleague leaves a company to a new one and returns several years later.

    Overnight Decision

    Let’s face it. We make overnight decisions when stressed out or disappointed with situations at work. The problem with a quick decision is the negative and positive points is overlooked.

    Rejected for a Promotion

    I have heard stories of managers that applied ten times for a position throughout a 5-year period. Yes, it sounds to be a lengthy process, but at times, a promotion requires time. Avoid changing a career if you do not see the results of a promotion currently.

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    Bored at Work

    Think deeply about this point. If you work a job that is repetitive, it is normal to feel bored. You can spice it up by changing the appearance of your desk, socializing with new employees in a different department, joining a leadership committee at work or coming to work with enthusiasm. Sometimes, all it takes is you to change jobs into a fun situation.

    A career change can take time, networking, education and the job search process can be a journey. Here is a list of things to consider before making a final decision:

    • How long have you worked in your career?
    • What is the problem at work? Do you work well with the team?
    • Do you receive recognition?
    • Can you consider working in a new department?

    If after reviewing your work situation and none of the above recommendations can help, then it’s time to make a career change.

    How a Career Change Will Change Your Life

    I have a friend that works in the medical industry. She was once a nurse working directly with patients in one of the top hospitals in her area. After five years, she started to internalize the issues with her patients to the point where she felt depressed after work hours. It impacted her relationship with her family and she almost lost herself.

    One day, she decided to wake up and take control of her destiny. She started applying for new medical jobs in the office. It meant working on medical documentation of patients which is not an ideal career based on what society expects a medical professional to perform. But she started to feel happier.

    It is a classic example of a person that was negatively impacted by issues at work, stayed in the same industry but changed careers.

    A career change can fulfill a lifelong dream, increase one’s self-esteem or revive the excitement for one’s work.

    You know a career change can be the right decision to make if you experience one or all of these:

    • Working in a negative workplace: Don’t be discouraged. A negative workplace can be changed by working at a new organization.
    • Working with a difficult boss: The challenges of working with a difficult boss can be stressful. All it takes is communication. You can address the issue directly with a manager professionally and respectfully.
    • Feeling lost about what you do: Most people stay at their jobs and settle for mediocrity because of the fear of failure or the unknown. The rise to success often comes with working a tedious role or stepping outside of one’s comfort zone. If you fear the idea of being involved in activities that are new, remember that life is short. Mediocrity will only continue to make you feel as if life is passing you by.

    How to Make a Career Change Successfully

    The ultimate key to success is to go through a career transition step by step to avoid making the wrong decision.

    1. Write a Career Plan

    A career plan has a dead line for action steps that includes taking new courses, learning a new language, networking or improving issues at work.[2] A career plan should be kept in your wallet because it will motivate you to keep pursuing the role.

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    You can learn how to set your career plan here.

    2. Weigh Your Options

    If you have a degree in Accounting, write down five positions in this industry of interest. The good news is diplomas and degrees can be used to a variety of roles to choose.

    You don’t have to stick to what society holds a top job. In the end, choosing the right role that will make you happy is priceless.

    3. Be Real About the Pros and Cons

    It is time to be honest about strengths, weaknesses, opportunities and threats in the job market that are impacting the current situation.

    A SWOT Analysis of a career can include:[3]

    • Economic factors
    • Direct competition: Is this role in high demand?
    • Location: Do you need to move? If the goal is to work in tech and living in Cincinnati is not realistic, consider moving to San Francisco.
    • Achievements: To stand out from the competition achievements like awards, committee involvement, freelance work or volunteering is a recipe for success.
    • Education: Do you need to go back to school? Education can be expensive. However, online courses, webinars or self-study is an option.

      A career blueprint is the first step to creating realistic goals. A person without goals will be disappointed without a clear direction of what to do next.

      4. Find a Mentor or Career Coach

      A mentor or a career coach that works in the desired position can share the pros and cons of working in the role. Here is a list of questions to ask a mentor:

      • What is required to be successful in the role?
      • What certification or educational development is needed?
      • What are the challenges of the role?
      • Is there potential for career advancement?

      A chat at a coffee shop with a mentor can change your mind about the desire for a career change.

      Find out how to pick a good mentor for yourself in this article: How to Find a Mentor That Will Help You Succeed

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      5. Research Salary

      Some people decide to change careers for a role that pays less or perks like benefits to make up for the difference in previous to potential salary.

      It can reveal the cities throughout the country that offer a higher salary for those that have an interest in relocating for work.

      6. Be Realistic

      If your goal is to move up into an executive position, it is time to be honest about where you are in your career.

      For example, if boardroom meetings, high-level discussions about financials or attending weekly networking events are boring, an executive role may not be right for you. If you are an introvert and working with people every day is nerve wrecking, you need to reconsider a job in sales.

      Ask yourself if you can work in this role for the next five years of your life. If other benefits that come with the role are enticing, other roles are fit that will make you happy.

      7. Volunteer First

      A person that wants to become a manager should take on volunteer opportunities to experience the reality of the position.

      Becoming a committee member to pursue a presidential opportunity can provide a perspective on leadership, maintaining a budget and public speaking.

      Volunteer in a role until you are certain that it is the right opportunity.

      8. Prepare Your Career Tools

      I recommend asking a boss, colleague or mentor for career tools. If you prefer professional assistance, you can seek out resume writing assistance. Here is a list of things to consider when preparing career tools:

      • Online search: Search your name online to see what shows up. I recommend searching images that are on Facebook, Twitter, Snapchat or other sites on a personal account. The last thing you want to realize is the job search is unsuccessful because there is unprofessional content you posted online.
      • Be LinkedIn ready: Recruiters conduct a LinkedIn search to see if the work experience is the same on a resume. Remember to change the wording on LinkedIn from the resume, or it will appear there was no effort put into creating the profile.
      • Portfolio: A portfolio of work is recommended for people that work in the arts, writing, graphic design and other fields. I recommend a portfolio online and one that is available in hand when attending job interviews or networking meetups.
      • Cover letter: A good cover writer will always impress your potential employers. Here’s how to write a killer cover letter that stands out from others.

      Bottom Line

      It takes time to move towards a new career. Pay attention to the physical and mental signs to maintain your health. You deserve to work in happiness and come home stress-free. If you avoid the common mistakes people make, you will find a job and discover the role in a career field that is the best fit with your skillsets.

      Master these action steps and changing career paths will be on your terms to make the best decision for your future.

      More About Career Change

      Featured photo credit: Pexels via pexels.com

      Reference

      [1] Mental Health America: The State of Mental Health in America
      [2] MIT Global Education & Career Development: Make a Career Plan
      [3] Creately: Personal SWOT Analysis to Assess and Improve Yourself

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