Not many look forward to that inevitable question of “How much are you expecting from us?” Eventually when it is asked, people “cleverly” side-step it by concocting every available reason including sounding off sanctimonious “I am not really motivated by money, so long as the pay is good I will take the job.” It is not that you are not “motivated by money” – after all how would you do your job effectively knowing that you are grossly underpaid. It is fear, simple.
According to Ramit Sethi, author of I Will Teach You to Be Rich, research has observed that there are two reasons why people are afraid to negotiate, “We were never taught how, so we don’t know what to say, and we worry what will happen if they say “no.
A 2014 report from Robert Half, a Menlo Park-based staffing agency said that more than three quarters – about seven in ten, of hiring managers regard it as appropriate for job candidates to ask for compensation and benefits in the first two interviews. But a mere 38% of recent graduates negotiated their job offers in a 2015 survey by NerdWallet.
Before you plunge in, it is important you know that not all offers can or should be negotiated. This is because many companies make offers in good faith. Quite a number of them are aware of the current market and what their competitors are offering. Therefore be cautious of negotiating an offer based on the prestige of the organization or the salary alone. Look at the additional benefits as well. Share your expectations before they make you an offer but don’t focus on the salary alone. It is best to avoid saying anything until an offer is on the table.
Whether you consider yourself a good negotiator or a bad one, do your homework first. Google salary ranges for the position. If the offer is in a company you are already working with, check with previous holders of the position. In the case of a new company, look for people who have worked in the place and in the position if possible. You can get realistic perspective on the type of work, hours of compensation that you can reasonably expect if you take the job from former employees. There are people in the industry who you can also ask should it prove difficult to locate former employees. On LinkedIn there are networking groups that can come in handy, when in doubt. Ask for their opinions.
Before you set out, rehearse. Practice in front of a mirror.
Factors like overtime, working on weekends or holidays should be on the list of considerations. There are industries where these are inevitable. The employers may not tell you so directly, which is why it is recommended that you ask pointed questions such as “what do you offer aside from the base salary?” the more you know the better.
Let the interviewer name the figure first. This can help you adjust your expectations either higher or lower. It also gives you leverage. In a case where you open the discussion with a figure of N50, 000 for instance and the employer was willing to pay you N60, 000 you may have settled for less.
If the interviewer continues to ask about salary give a salary range that portrays where you see your value today. But make sure you have the lowest figure you are willing to accept in mind.
FRANK ELEANYA
