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Get it right from the start

The more time you spend making sure you are well equipped to negotiate high earnings the better. A few hours, or indeed days, of research could mean a huge difference in your salary, not just in the first year, but subsequent years too. For example, ask yourself how much an extra 10 to 15% would be on top of your current package.

So here are some tips

Do your research: find out what other companies are paying for the same or similar positions. Knowing facts and figures about what others are paying (market rates) are likely to be your strongest point of negotiation.

If you are actively looking for or contemplating a move, start to gather facts and figures as you come across them. Throughout the job search make a note of salary details of positions which are the same or similar to your own.
Seek out some benchmarks, for example the range of compensation packages applicable to your field. Check job advertisements, find out the going rate and range from recruitment consultants, and check out salary surveys via the internet or professional and trade associations. Consult fellow workers.

Don’t give your salary details, either on your CV or in any email messages when submitting your CV.

Ideally don't discuss the salary package until the end of the interview process. You need to feel confident that you have built your value in their mind before talking money.

What to do when an employer asks you about your salary expectations

The employer will be asking for one of three reasons: simply to build a picture of you as part of the general interview process, because he or she is just going through the motions, or because he or she might be interested in hiring you.

You could respond by asking them directly why they want to know.

Most companies will see candidates twice or more before making an offer, so if you’re asked this question at a first interview you might want to tell them the highest figure you have in mind.

You could tell them what you are currently paid, but add: “I’m looking to raise that to xyz.”
When employers hear what candidates are being paid or what they are looking for, they will often nod and make a note of the sum.

This doesn’t necessarily mean they are accepting the figure – candidates often make the mistake of thinking this. It is more likely to be just an acknowledgement or reminder of what you said.

How to negotiate up!

There are many ways you could do this:

Firstly, you need to know what your bottom line offer would be, as well as the figure that you really want. Focus on the higher number, but don’t throw the job away by over-pricing yourself.

Secondly, use your negotiation points wisely. For example, if you have found the range for your role varies by 20 per cent, just mention the highest figure. And if you have other options open, even if they haven’t been confirmed, use this to your advantage.

Be vague and tell them you’re seeing other companies offering jobs with salaries of the higher figure, or that you’ve been led to believe the package includes the higher figure.

Tell them you have noticed that positions of this nature are paying salaries of the higher figure. If you can back this up with facts you will add weight to your case.

If they state what their salary range is, ask them to what extent this is negotiable.
Find out the salaries of positions above and below your own. Such positions may also carry a range. How does your level compare? Logically it should be in the middle.

Ask if there are reports on the pay structure for the group. It’s important that pay differentials are appropriate. In some cases managers have reports on higher salary packages than their own! Invariably this will be wrong and cause resentment. If the job comes with reports, it’s a good area to investigate.

If your performance has been strong, or you have some extra value to offer, make certain you put this across strongly.

And if you make the employer aware that you have had other offers, it really can encourage a company to dig deep and make its best offer.

Finally, if you are a valued employee in your present position you may receive a counter offer on resignation. This would be another point in your favour and encourage a prospective new employer to offer a great package.

Always respect an offer

When an employer makes a job offer, always respect it. Often employers will have researched the position and the salary level they believe is appropriate.

If the offer is lower than you had hoped, you should nevertheless always state that you are happy to accept the offer and to have the opportunity to join the company.

If the offer is below your expectation but you still have a genuine interest in working with the company, you should try to keep the offer ‘in play’ and discuss how you might fit in with other team members. Do this before negotiating increased salary or compensation.