An
Interview Mistake That Could Cost You Thousands of Dollars a
Year
By Deborah McGeorge
Deborah McGeorge is a
public speaker, freelance writer, and author of Negotiator's Handbooklet --
Strategies for Getting Better Wages, Perks and Benefits and the book The Job
Seeker's Guide to Success.
______________________________
What ghastly error could very well cost
you thousands of dollars annually? This: failing to negotiate your salary and
benefits when on a job interview. According to the experts, you can add
approximately 10% to your income EACH YEAR by mastering the essential skill
of negotiating. Learning a few ground rules is the key to success:
Rule #1: Establish a bottom
line
In advance, decide what salary you want
by taking into account what the company's ranges are, what the market is
paying for jobs in your field, and what you deserve based on your skills and
experience. It also wouldn't hurt to analyze your budget to see how much
income will be necessary to meet your expenses. If accepting the job will
mean relocating, take into consideration the fact that the cost of living
varies greatly according to geographical area ($25,000 definitely won't go as
far in New York City as it will in Chattanooga, Tennessee). Doing your
homework can prevent you from making a horrendous blunder in this regard.
Once you determine the salary you desire, Shhh! ... keep that figure a
secret.
Rule #2: Timing is
everything
The easiest chance to get what you want
comes at that moment when you know the interviewer wants to hire you, when
you're sure he or she has enough information about you to determine your
worth, and BEFORE you commit to accepting the job. For best results, please
don't even think about negotiating until those three conditions have been
met.
Rule #3: Watch your
attitude
Be careful not to be so aggressive that
you appear rude or overbearing. The interviewer will react negatively if he
feels he is being pushed around. Balance your firmness with such
non-threatening words as "idea," "suggestion," "perhaps," etc. Explain that
you wish to work together to come to a satisfying compromise. Being adamant
and stubborn may result in pricing yourself out of the job.
Rule #4: Know how far you can
go
Determine just how much you want this
job. If you really, really want it -- or really, really, need it -- be
careful not to get so carried away with negotiations that you jeopardize your
chances of getting hired. If the job isn't your favorite choice, then you can
take a few more liberties. Keep in mind that the lower the position, the less
leverage you will have ... if you turn down the offer in such a case, the
company can easily find someone else who will accept its terms.
Rule #5: Small things
first
Try to get the employer to agree to some
perks before you start negotiating the salary. This strategy will enable you
to accumulate some valuables even before it's time to talk money. Otherwise,
if you negotiate the salary first and the interviewer has to make a
concession, it's unlikely that he will want to do so again when you ask for
that perk or benefit -- which means you will end up sacrificing
it.
Rule #6: Take notes
Gone are the days when a handshake meant
a sure promise, so remember to take extensive notes on all settlements! You
will need them for your Letter of Acceptance (to prevent misunderstandings)
and for future raise negotiations.
Rule #7: Don't be the one to name
the first figure
Unfortunately, almost all companies play
a nasty little game -- they innocently ask you how much you want. Time and
time again, job candidates fall face first into that trap. They say and/or
write on the job application "$9.00 an hour." In 1.3 seconds, they have
sabotaged themselves because the company will almost always try to get away
with paying less. And who knows? Maybe they were planning to offer $10.00 per
hour! The way to steer around that land mine is to GET THE INTERVIEWER TO
TOSS THE FIRST FIGURE. A truism in the game of negotiating is this: the first
person to name a figure puts himself at a distinct disadvantage. Don't let it
be you.
Rule #8: Avoid nominating a specific
sum of money
Whether the interviewer asks for your
number or names one himself, do NOT say "Well, I won't take a penny less than
$9.00 an hour." You must avoid prematurely nailing down a specific dollar
amount for these two reasons: (1) you want to show the employer how flexible
you are, and (2) your credibility will be damaged later when you're forced to
move away from this number by the interviewer's negotiating tactics. Your
safest move is to outline a salary range, such as "between $20,000 and
$25,000, depending on my level of responsibility." The amount you tell him
should be about 10% more than what you really want (and higher than your
previous or current job). Without stopping, tell him why you deserve such
earnings. For example:
"I feel that my background and
experience will allow me to contribute more to the company than the average
candidate."
"I think my skill level in the
_________field is higher than most other candidates. Therefore, I can save
you time and money by being especially productive."
Because you are such a valuable employee
bringing with you many unique skills and talents, you are entitled to earn a
satisfying income. Learning the dynamics of negotiating can help you put
thousands and thousands of dollars in your pocket over the course of your
career! Study these eight rules, and practice them before you work the real
deal. And most of all, don't doubt your abilities ... you might surprise
yourself with what you can actually accomplish if you just take a leap of
faith. You'll never know if you don't try. As the saying goes, "nothing
ventured, nothing gained."
Copyright © 1997 by Deborah M.
McGeorge. All rights reserved.
______________________________
However, what should you do if the
interviewer doesn't budge on his figures? What kind of benefits can you
negotiate for? What does a Letter of Acceptance contain? How do you set
yourself up for future raises? The answers to these and other questions are
found in Negotiator's Handbooklet -- Strategies for Getting Better Wages,
Perks and Benefits. It will show you how to take control and GET PAID WHAT
YOU'RE WORTH! When you order this booklet, you will automatically be entitled
to a 10% discount on the complete job hunter's manual, The Job Seeker's Guide
to Success when ordered directly from the author.
To order Negotiator's Handbooklet,
make a check or money order payable to Deborah McGeorge for $3.75 (Florida
residents please add $.23 state sales tax) and send to: P.O. Box 860012,
Dept. FI, St. Augustine, FL 32086.
Deborah McGeorge's Web address is www.insidersecrets.info/jobhunting.htm
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