Negotiate Pay Raise Interview Preparation Guide

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Most job seekers feel anxious, embarrassed and uncomfortable when the time comes to discuss salaries. Advice such as "Never bring up the issue of salary; let the interviewer say it first," rarely helps if you don't have any idea of how to respond when the topic does come up. This handout gives you some basic information about negotiating salaries and benefits as part of your job search. For additional information, please refer to the list of books on the back of this page, or talk to a career counselor.

☛ Determine the market rate salary range for this type of position in this particular Industry.
☛ Prepare a budget to determine your financial needs.
☛ Decide, before you go into an interview, what salary you want to earn, what you need to live on, and what you will be willing to settle for.
☛ Be realistic: entry-level salaries are less negotiable than salaries for mid-level or executive positions.
☛ Practice your salary negotiation skills with a friend, or during a CSC videotaped mock interview session.
☛ Document your skills and accomplishments, and be prepared to talk about them. Know why you're worth whatever you expect to be paid !
☛ Don't be the first to mention salary during the interview, and use the negotiating tips listed below when the topic does come up.
☛ Never say, "I need at least ___ dollars."
☛ Don't worry about what your friends are making, the employer certainly isn't.
☛ Never lie about your salary history.
☛ Relax, it's natural to feel embarrassed or uncomfortable discussing salary.
☛ Once you have accepted a job offer and salary level, be sure to get it in writing.

Uncovering salary information is not as difficult as it may seem:
☛ Use job listings which indicate salaries for related positions
☛ Ask your friends, networking contacts, and other job seekers
☛ Contact professional associations in your field of interest
☛ Explore salary resources of the chamber of commerce in your region
☛ Call employment agencies or executive search firms
☛ Review business and trade publications

Yes, and no. The degree to which a salary is negotiable depends on the position, the manager, the organization, your perceived value, and the state of the job market. Most entry-level positions have set salaries that are subject to very little if any negotiation, perhaps a few hundred dollars of negotiating room. Mid-level positions typically have salary ranges of between 10 and 20 percent (i.e., a job paying $35,000 a year may have a salary range between $31,500 and $38,500). Employers will negotiate within the range, but will rarely exceed it unless you are an exceptional candidate. Most state and federal government jobs have rigid, non-negotiable salary scales based on education and experience. In general, higher-level management and executive positions offer the greatest opportunities for negotiation. In any case, never accept an offer in the interview. Express your strong interest, but state that you always think over decisions of this magnitude. Tell your interviewer when you'll contact him or her with your decision.

Summarize the requirements of the position as you understand them, and then ask the interviewer for the normal salary range in his/her company for that type of position. On the job application, respond to this question with "negotiable."

In addition to salary, take into consideration the employee benefit plan when evaluating an offer made by a company. In today's job market many employee benefits are considered standard they come with the job and are not subject to negotiation. However, an increasing number of employers are offering flexible benefit packages, which allow employees a variety of choices regarding their benefits. Most entry-level employees can expect a basic benefit package consisting of:
☛ Health insurance
☛ Dental insurance
☛ Disability insurance
☛ Life insurance
☛ Paid vacation time
☛ Paid sick leave

☛ Bonuses
☛ Child and day-care services
☛ Company car
☛ Cost-of-living adjustments
☛ Desirable office
☛ Education and training programs
☛ Expense accounts
☛ Flexible work schedule
☛ Parental leave
☛ Parking
☛ Professional membership dues
☛ Profit sharing plans
☛ Relocation payments
☛ Retirement plans
☛ Savings plans
☛ Special equipment (i.e. laptop computer)
☛ Stock Options
☛ Supplementary pay plans
☛ Termination agreement (severance pay)
☛ Unpaid leave time

1: Preparation
2: Presentation
3: Attitude
Whether you get the salary you want has a lot to do with your attitude, and how much effort you put into the preparation of the presentation.
You really can negotiate salary all the while making the employer feel like he/she is getting the best deal and the best value for their money.

Take time to learn about the pay scale of the hiring company.
You should also learn what the industry average is. In some work environments the union limits employer salary flexibility no matter how much post secondary education you have. To negotiate salary you need to know what your expectations are and what the minimum salary is you will accept.

Don't let the potential employer know what you are thinking is the right amount of money for the position.
On the application forms leave it blank. You need to make it to the interview stage and then on to the offer stage without anyone feeling you are asking too much in the way of salary.