I've been interviewing for jobs for the past two months and found one that I think will be perfect. Due to the troubled economy, I'm nervous about negotiating for a higher salary, even though compensation hasn't been discussed yet. Maybe I should be thankful that I found a job and worry later about trying to get a pay increase if I don't like what I'm offered. What do you think?
We can certainly understand why you might think that now isn't the time to negotiate for a higher salary. The news that bombards us every day tells us there are few available jobs, and that those who are lucky enough to be offered ones should smile and accept what they're given.
We know this isn't necessarily the case. While it's true that many companies can't afford the kind of salary and benefits that were typical in the late 1990s, there's usually still room to negotiate a deal. Your first step is to identify the salary range for the job using published salary surveys, online services or by conducting your own survey. Whatever method you choose, you must be knowledgeable about the reasonable salary range before trying any kind of negotiation. If you haven't done your homework satisfactorily, you won't know if you need to try to boost the salary offer or by how much.
Let's say that you've done your research and found that the proposed salary is within the range you identified, commensurate with your skills and experience, and enough to live on. When that's the case, your best bet is to temper your need to prove your skill as a negotiator and accept the salary as offered. However, if the amount is too low or won't cover your monthly bills, you'll have to make a counteroffer and see what happens. It's unrealistic to think that you'll be happy and able to work productively if you feel you're grossly underpaid or that your salary doesn't provide the minimum needed to pay your bills. It's a recipe for sure-fire failure.
Finally, it's important to remember that compensation is made up of more than just salary. Don't underestimate the value of benefits. If your employer can't afford the salary you'd like, negotiate for benefits that mean a lot to you but won't necessarily cost the company an arm and a leg, and won't set a precedent for others. These benefits might include insurance, educational assistance for you or your children, housing, parking, retirement help or more. So, get creative and you'll have a win-win situation by negotiating for additional benefits. For a detailed list of other benefits that can be negotiated, check out our book, <a href="/en/node/260">101 Salary Secrets: How to Negotiate like a Pro (Ten Speed Press, 2001)</a>.