The Job Offer and How to Negotiate Salary

Towards the end of the job interview process is when conversations about salary will likely be had. You may have an idea of what someone in this role usually makes, and you may have special skills that can tip the scales when it comes to your salary negotiation. However, these kinds of conversations can be intimidating, so it can be helpful to have a few talking points prepared. An offer is typically presented to you verbally, and most often communicated over the phone. However, the proposed salary can also be presented to you in writing.

So, what do you do if the salary on offer doesn’t align with your expectations? If you find yourself in this situation, it may be time to learn how to negotiate a salary.

Work With a Recruiter

If you have been working in partnership with a recruiter, they will have shared your salary range, so you can generally expect that a job offer will fall within that range. If that offer does not align with your skill set your recruiter will act as your adviser and complete negotiations on your behalf. If you are dealing directly with your future employer, there are some important guidelines to help with salary expectations prior to the offer.

Know Your Worth

How can you negotiate a great salary if you don't know your worth? It’s essential that you take the time to research. Research the role, the market and industry salary trends and if in doubt, ask a specialized recruiter in your field for advice. When setting your expectations, be reasonable and practical. It’s important to understand what an average salary is for the role you want. Unless you are dramatically changing careers or have been underpaid in your last job, expecting a salary significantly higher from your current position is risky and will need justification. Set your bottom-line and your targeted amount so that you can feel confident in your expectations.

Let Them Share Their Offer First

When you are interviewing for a role directly, don't volunteer or initiate questions about salary range unless the company raises the subject. If the first you hear of the anticipated salary is at the end of the process, this is when you start the negotiation. If you have done your market research, you will know the sort of salary level to expect and likely have been applying for roles that can meet your salary expectations.

Provide a Salary Range

If you are asked to provide your salary expectations, present a range rather than a fixed figure. This suggests that you are flexible and open to compromise. Ensure that the range is not too broad, for example a $50,000 difference is impractical and implies you have no idea about what the position should pay or what value you will provide. Try to give a range where your bottom line is a little higher than what you want.

Consider Job Benefits and Perks: The Total Package

Employment benefits can differ substantially depending on the company, industry and role, so deciding on the base salary alone can be risky. Also consider the bonus and/or commission structures, car allowance, insurance benefits, leave allowances, flexible work schedules and any other potential perks.

Negotiate Where it’s Needed

Some industries and companies will adopt different approaches to assess your level of interest in the role and how negotiable you are, so it's important to be prepared and answer questions carefully. If you decide not to accept the initial job offer with the intention of negotiating a higher salary, it is critical you know and clearly communicate what you will accept and why.

Be Prepared to Show Your Worth During a Counteroffer

In negotiating a counteroffer, you will need to clearly articulate the reasons the company should pay you more than their initial offer. Whether it is previous salary levels, industry standards or a market trending upwards, you must be confident in your reasons. During the interview it is important to highlight your experiences and frame your information in terms of commercial benefit and value-add to the company. Ask yourself, what can I bring to this organization or position that can justify a higher salary? Know your own value-proposition and practice articulating this confidently.

Be Forthcoming About What You Want

This is not the time for subtleties or implied reasoning. Asking for a "little bit more" is not going to achieve your desired outcome — you need to quantify your expectations. When you negotiate it is important that you state clearly what you are looking for, whether it is an increased base salary, an extra week of annual leave or larger bonus structure. Your prospective manager needs a clear indication of your requirements if they are to reconsider the offered salary.

Be Calm and Confident When Negotiating Your Salary

Salary negotiations can be unnerving so the way in which you communicate with your future employer at this time is important. Remain calm, professional and in control and don't let the pressure get to you. The basis of job offer negotiation is mutual respect and understanding. Don't make outright demands as you will come across as aggressive and difficult to work with. Demonstrating that under pressure you are effective, and cooperative will work in your best interests.

Having the information and tools to negotiate your salary will help you navigate these conversations and increase your chances of success.

To read more articles that help you navigate the job seeking process, check out Aston Carter’s Career Advice page.

*This article was originally developed by Aston Carter EMEA and adapted for Aston Carter North America.