Negotiating during an Interview: Tips for Getting the Upper Hand

So, you’ve made it to the interviewing stage for a position you want. This could be your first, second or final interview and it may be over the phone or in person. You’ve already studied how to answer behavioral questions, you’ve sharpened up your awareness of body language and you are dressed to impress. You’re feeling confident as the interview goes on, when you are asked about your salary expectations. Does the question catch you off guard, or have you prepared for it? For many people, negotiating your potential salary is a frightening task, as you may accidentally low ball yourself or ask too high and take yourself out of the running. Here’s some advice to help you tackle the issue of negotiating so you get the best options.

1.) Do your research.

Before you even get to the interview, make sure to properly research the position. What is the average salary range for your position? What’s the median salary for someone of your experience and skill level? What sort of benefits are typically associated with the position or that the company provides? Understanding what other professionals in your field earn can provide you critical insight and an advantage at the negotiating table. Never go into an interview without this information handy. Additionally, be sure to do research into the salary range of the specific company you’re interviewing for so that you have a better perspective of what to expect from them.

2.) Identify your lowest acceptable salary.

Your research is going to give you a range, but you should be prepared with a number in mind that is the absolute lowest you are willing to accept. Having this number prepared will allow you to have a number to push towards if the employer offers you less, as well as helps you walk away if the employer isn’t willing to meet your expectations. An important detail to note here is that many employers will ask what you previously made, and will attempt to offer that same amount. Remember that you are under no obligation to share such information, but lying about your previous pay isn’t ethical. Instead, in the case an employer tries to low ball you with such a question, frame your answer to emphasize what you are looking for and how you bring that value to the the company.

3.) Follow the rhythm of negotiation.

Negotiating is an art form, and all parties involve are aiming to get something out of the other person. You are trying to get the highest salary you can, while the employer is aiming for a lower cost. Though you may not initially realize it, there is a sort of “dance” when you are negotiating. By reading the room, paying attention to body language and tone, and being prepared with different “moves” to respond to your negotiating partner you will come out with much more than if you stuck hard with one specific number. Flexibility is key to negotiating success.

4.) Remember not all benefits are salary-based.

Does the employer have decent health insurance? What sort of sick leave and vacation policies do they have? Do they reimburse you for any costs that come out of your pocket? Will they pay for any extra travel you may have to do for work? These and similar questions are critical to keep in mind while negotiating, as you are likely not going to get the highest number you want at the table. As such, leveraging these other benefits can help fill the gap between what they offer and what you want. In many ways, these benefits may prove to be even more important than the base salary itself. Once again, be sure you do your research so you are aware of what the employer has the capability to offer.

For more suggestions and tips on negotiating, check out these articles:

https://www.businessinsider.com/tips-for-salary-negotiation-2016-12

https://hbr.org/2014/04/15-rules-for-negotiating-a-job-offer