How To . . . Negotiate Salary: Tips From the Pros

By Sakina Rangwala
washingtonpost.com Staff Writer
Sunday, November 23, 2008

The road to negotiating salary is filled with ups, downs and doubts. We spoke to several experts about the process.

What Am I Worth?

Finding out what you are worth requires research, self-reflection and networking.

Robin Meyer, associate director of the Office of Career Counseling at Williams College, said salary survey sites on the Web can be helpful in determining salaries, and also recommended the National Association of Colleges and Employers (NACE) as a good source. Job postings and ads also help.

Look into your professional history and ask yourself, "What do I bring to the table?" Get advice from vocation and job counselors if you don't know where you're headed, said Cary Silberman, a human resource consultant with the Negotiation Institute.

Meyer suggests documenting your professional progress.

"Keep a kudos file to keep track of items like positive work evaluations, examples of your best work, thank-you notes from clients, awards or recognitions so that you have them at your fingertips when you need them."

Most important: Network, network, network. Experts agree that the best source of salary information is other people in the same field.

"You are worth different amounts in different markets. . . . What's more, you may be worth more to one company than you would be to another," said Kate Wendleton, president of the Five O'Clock Club, a career counseling and outplacement organization.

What Factors Affect My Worth?

Many people believe that skills, experience and education are the only things that affect salary. But other factors, such as location, industry and company size can determine your worth, said Joe Kilmartin, managing director of compensation consulting at Salary.com.

He noted that worth sometimes depends on the state of the job market and the personality of the applicant.

"Personality is a very important factor, because you may have the best background but if your personality does not mesh into an organization, you may not get what you are worth," he said.

How do you determine the typical salary for a position? Check the job announcement for a salary range. If it's not listed, do some research. "For a unique job, look at job sites specific to your occupation, like nurses should go to a job site catering specifically to health-care workers," Kilmartin said.

If you can't find what you are looking for, you may not be searching correctly, he said. "One of the biggest complaints users have with [Salary.com] is when an employee mismatches their job."

For example, he said, you may be looking at the salary information of a senior accountant. If you have the same title but have been at your company for less than two years, you may not rate the "traditional" salary of a senior accountant.

And keep talking to others in your field. "You need to find out what you as a real person are worth to real companies," Wendleton said. At networking meetings, ask, "What kind of salary could someone like me expect at your company?"

When Is It Best to Bring Up Pay?

Most job seekers are anxious about salary discussions and want to get them over with as soon as possible. But according to Wendleton, "The person who brings up a number first loses the game."

Talk about the job before you talk salary, she said. "Create a job [offer] that suits both you and the hiring manager. Make sure it is at an appropriate level for you. If the job is too low-level, don't ask about the money, upgrade the job."

Start salary negotiations once you have a job offer.

However, if you are in your final round of interviews and the employer still hasn't mentioned salary, Silberman recommends asking how much they are offering, or a salary range for the position.

Meyer adds that you should not be afraid to turn down a job offer. Instead, have your own "walkaway number in mind," the minimum you will accept.

Do I Have to Disclose Salary History?

It is common for employers to ask about salary to gauge your expectations and to see if they can afford you.

Wendleton said, "If your salary is more than they want to pay, they will discard your application. If your salary is very low, they will discard your application and assume that you are not qualified. So you have only a one-third chance of getting it right and moving along in the hiring process."

Be careful about disclosing your salary history too soon. Postpone the topic until you have a better idea of what they will offer by politely mentioning that salary won't be a problem and that you should be able to come to an agreement.

If you can't postpone the conversation, approach it strategically, Silberman said. "Don't just use a blank statement by saying I earned $40,000, period -- steer the conversation by saying that you made $40,000 in your past job but learned many skills and are worth an increase in pay to $50,000."