Just wanted to drop a note and say thank you. I love the article! You did a great job with the introduction. I’ve gotten some very positive feedback already, thanks so much for the opportunity. - Lisa Garza Armstrong, LEED AP
2005/09: Confessions Of A Telemarketer: How To Negotiate Your First Salary — Part 1
contributed by James LeDoux [IT training consultant / travel enthusiast / dancing machine]
The word “negotiation” usually conjures up images of pain and suffering for most people. Aside from root canals, Dear John emails, and Pauly Shore movies, few things evoke more dread. I know this because I have a dark and dirty secret — I paid for my higher education by working as a telemarketer. Each and every one of those calls burned one thing deeply into my psyche… most people hate only one thing more than telemarketers. Negotiating.
Though I didn’t know it at the time, those countless calls helped prepare me to negotiate my first career job offer far more than any lecture I attended. Consider this article penance for my ill-spent college days, hawking long distance while interrupting your evening dinner.
Do Your Homework
The most important piece of homework you will ever do in college is preparing for your salary negotiation. What good is it to graduate at the top of your class if you accept a bottom-of-the-class salary?
Successful negotiations are based on information. Whether you are selling a long-distance calling plan or negotiating a job offer — the more you know, the better.
First, you should determine your market value. (Hopefully you had a vague idea of this when you picked your major!) Before you can negotiate a salary, you need to know what a company will pay for a job. The city, your skills and experience, and the competition for the job will all factor into this. It may seem like a daunting task, but there are several excellent resources to help. See these resources at the end of the article for websites and books that can help.
Knowing your market value will give you perspective on the job offers you receive. An uninformed job seeker will jump at the first offer, unknowingly accept far less than market value, and be happy doing it. Remember, the fact that it is more money than you ever made doesn’t mean it is the best offer you can expect. Do your homework, and get the facts.
Don’t Play Too Hard To Get
An employer has to want you before they make you an offer. A key part of the negotiation happens long before money is discussed. Knock them dead in the interview, and you will get a bigger offer. Preparation is the key to kicking butt in interviews. Read the company’s history. Determine who their main competitors are and discover what issues they face. By demonstrating knowledge of the company, the challenges they face, and the culture, you will distinguish yourself from your competition. The better you do in an interview, the more likely it is that you will receive an offer. Remember, the more they want you, the more leverage you have when it comes time to negotiate.
Listen… Um… I Said LISTEN!!!
Most people are horrible listeners. And yes, this probably includes you. (And it most certainly includes me — just ask my girlfriend!) Often, people are thinking of what to say next while waiting for their turn to talk. Even worse, some people don’t even bother to wait for a turn to talk. They just jump right in and interrupt. Not only can this behavior get you dumped, but it can also kill you in a negotiation. Never argue, but work to make sure you understand what the other person is trying to tell you. On the phones, my keys to success were to listen, to restate the customer’s concerns, and to ask clarifying questions.
In order to succeed in your interview, and more importantly in your salary negotiation, you have to listen actively. This may sound easier than it actually is, so in the weeks leading up to your interview, practice when talking with your friends, family, and teachers. Try these techniques when listening during casual conversations:
Make eye contact and concentrate on what the person is saying.
Pause a moment when they are done, and think about what they said.
Rephrase what they said in the form of a question to make sure you got it. For example, “So you are saying that…?”
If they indicate you got it wrong, ask a clarifying question.
And finally, don’t pretend to understand something that you do not. Hearing but not understanding is the same thing as not listening.
Active listening takes practice and is one of those things that helps you in all aspects of life.
Patience Grasshopper
There is an old saying about negotiating — the first person to mention money loses. While this is not absolutely true, the person with the least amount of information is at a huge disadvantage. Five minutes into an interview, you are not in the best position to negotiate your salary. Try delaying this discussion as long as possible. If asked what your salary requirement is, say something like, “I’d prefer to discuss salary once we have both decided that I’m the perfect person for this opportunity. What can you tell me about the responsibilities of this job?”
This will work with many interviewers, but some are under strict orders to rule out candidates whose salary demands are outside the budgeted salary range. Try something like, “I am very excited about working for PLiNTH & CHiNTZ. I would expect a reasonable offer in the range of Y to Z.” The range you name should be large but not unreasonable.
If the interviewer tells you that your range is out of the question, don’t let it phase you. Even if this offer does not work out, you gain valuable information each time you have a discussion like this. Ask a question to try to avoid getting ruled out of the interview process so early on. “My goal is to work for the best company with the most potential for career growth. I will consider any reasonable offer. What is the salary range for this position?” If that seems too pushy for your style, try this instead: “Salary alone is not my sole consideration. I would like to have the chance to hear more about this position. What can you tell me about long-term employment at PLiNTH & CHiNTZ?”
The goal is to get the other person talking and to gather as much information as you can about the job. Don’t be afraid to take notes either. I always attend interviews carrying a pad of paper in an attractive attaché, a pen, a pencil, a copy of the job description, and multiple copies of my resume. Recently, I have added a USB key and CD with electronic copies of my resume just in case it is requested. Being well prepared will help you relax and focus more easily.
More To Come
OK, that’s enough to digest for now. Be sure tune in next month when I’ll discuss the following essential topics:
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