Two years ago, Rob Kwong was growing anxious. Fresh out of
undergraduate school with a business degree, he wasn't having much luck landing
a job.
He knew what an appropriate salary was for people with his
major, and he'd posted his résumé on various employment Web sites. But after
three interviews and a couple of job offers that didn't come close to meeting
his pay expectations, Mr. Kwong started getting nervous -- and desperate.
That's when a telecom company in Fairfax, Va., offered $7,000 a
year less than what Mr. Kwong, now 25 years old and working as an analyst,
figured he could be making. Still, he took the bait right away.
"I took it because I just really needed a job," says Mr. Kwong.
Big mistake, say employment counselors who work with people
just starting their careers. "As soon as you say yes, you've lost all
negotiating power," says Randall Hansen, a marketing professor at Stetson
University in DeLand, Fla. "Job seekers should almost never accept [an offer] on
the spot."
You don't have to be a job-hunting veteran to wring more money
out of a new employer. With a little preparation and the right questions at the
job interview, even entry-level job seekers might squeeze more dollars out of
their new boss. Here are some tips:
1. Know the going rate.
Most interviewers keep salary information close to their vests.
So unless you have a spy on the inside, you aren't likely to know exactly what's
on the table. But there are salary information Web sites where you can learn
what the average pay is in your region. Try
salary.com,
payscale.com or
salaryexpert.com.
2. Settle on a range, not a number.
If average pay for the job you're seeking is $37,000, then set
your sights on the $35,000 to $40,000 range. Don't box yourself into a lower
salary or launch yourself out of an interview because you've asked for too much
money, explains Dave Gordon, an Internship Director at Columbia College Chicago.
Be realistic, he cautions: "If you inflate your range at the beginning you may
lock yourself out of an opportunity."
3. Understand what they're buying.
Typically employers filling entry-level positions don't pay
nearly as much attention to an applicant's skills as they do their qualities,
says Jack Chapman, a career coach in Wilmette, Ill. So concentrate on being
enthusiastic, eager and positive. If a potential new boss makes an offer, that
means he or she likes you and wants you. It also means the boss may like you
enough to negotiate to get you.
4. Don't make the first move.
Don't be first to bring up money. All serious interviews
eventually get around to, "How much are you looking to make?" First you want to
ask what the job pays. If that doesn't get an answer, give your preferred salary
range.
5. Make your case.
"Try not to play hardball at this level," warns Mr. Gordon. But
you don't have to be a pushover either. Once you've got a number, remain
positive about the position. Ask, don't demand. No one wants to hear you need
more money to take vacations in Cancun, but you might have a case for a higher
salary if you have to move to a new city. Ask for a day or so to think it over.
That gives both of you some breathing room, and the interviewer a chance to
discuss your situation with others and, possibly, juice up the offer.
6. Offer options.
Some employers will just refuse to negotiate entry-level
salaries. They may be flexible elsewhere, however -- benefits, vacation time,
bonuses. All are worth bringing up, but don't have a whole laundry list. "You
really need to pick your battles," says Dr. Hansen. If it's a job you really
want and a good launching point for your career, don't be greedy.
