8 Things You Didn’t Know About Negotiating Salaries

Each one of us likes getting paid.  But getting paid more-now we're talking. There are tricks to upping those numbers during those initial salary negotiations.  This is a critical time to work towards getting paid what you're worth because if you come in on a low pay scale, you'll be surviving on top ramen and mac and cheese until you finally squeeze out enough raises to get where you should have started.

Set the foundation now, set the pressure, and we know you'll be a much more productive worker.



1.  Patience, Patience, Patience - Sell Yourself First

Avoid sending a cover letter that includes your salary expectations. It's only going to send the message that you are only after money. Like any business deal, you'll lose on talking numbers if you reveal your expectations too soon.



An employer sees you as a potential investment. You are marketing yourself to them, but like any good sales person, if you start talking about prices before proving your worth the you're fighting a losing combat. Lead the question and stay away from dialogue that forces this conversation. Be aware of what you should say in these situations in order to be more prepared.



2.  Know Your Going Rate

Before you even walk in that door, you better know what is the standard pay for your position, how your talents add or take value from the general offering, and what can be expected for this type of job.  Furthermore, knowing what you're talking about will give you more credibility in the interviews and they will be more likely to consider.



3.  Write up a Contract

Did you really just get your dream job, or did you sell your soul to the devil?  Your employer can fuss all day about how the salary is only this small for the first few months or how every Saturday employees get free massages in the conference room, but if you don't mark that down on paper and they don't stick with it, you're shit out of luck.  Written word is a solid way to guarantee you have the same expectations.



4.  Know Your Breaking Point

There comes a point where you just have to stand up, walk out the door while flipping them the bird (okay, don't do that), and find the next dream career.  Know beforehand at what point this will be.  This gives you a mental edge.  You know you don't have to take the job, and you've already decided on a number that will make or break you.  Great.  They'll note your confidence.  It will work in your favor.



5.  Don't Burn Your Bridges and Set Your Sails Just Yet

Even if you've been offered that job you always wanted, don't call up everyone you've ever spoken to and tell them about your glorious future or post on Facebook bashing every other company you applied to. Calm your ass down.

Telling the world about your success sets you in a psychological state of obligation. When you walk into the salary negotiations and they start taking on tough guy routines, you will more likely to turn down an insulting offer because you are now worried about what everyone else will think.

The last thing you want to do is ring everyone and tell them what a silly bastard you are for jumping the gun, and before you know it you will be mopping floors for next to nothing to tell your mom how successful you are.

Keep your mouth shut until you've signed the contract.  No one needs to know just yet.  And keep in good touch with your other prospects as well in case things don't get well.



6.  Talk Their Language

Don't discuss your salary and obligations from an employee point of view.  You want to get on their level.  People associate more with people who think like they do, and you don't want everyone thinking your salary is your only goal.  Sure, make it clear you know what you are worth, but do so by neutrally discussing your strengths as an addition to their team.  Sell your strengths as an investment, because to them that is exactly what you are.



7.  Get Creative With Fringe Benefits

Get a clear understanding of what comes with the position.  If you know all the benefits and you can't agree on price, cutting something else just might get your boss to budge.  Instead of refusing to budge on your salary expectations, consider asking for more vacation time.  Cut some of those fringe benefits you don't need to get them to accept your salary.



8.  To see is to believe-Be a Constant Presence

Stay in touch with a potential employer over time, and continue coming back to check.  As long as rapport is great, the more frequent they see and talk with you, the more you interact and the more they have invested time with you the more they will see you as a remarkable part of their world.  As with anything, moderation is key.  Don't be a stalker or a pest, but make your positive presence known.



Salary negotiations are no place to slack.  No one gains from low pay, not even the guy reducing the check.  Because an employee who feels properly rewarded cares about their job, cares about results, and cares about making the effort.  Don't sell yourself short, and you'll have that lasting endurance to be the employee they want and need.



To learn more about landing your dream job at the salaries that make it worthwhile, read my book, The Unspoken Rules of Getting Hired.  More than just a job-hunter's manual, this novel follows you through one man's struggle to be important, using an entertaining story to teach you everything you need to acquire success in corporate America.



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