IĀ review manyĀ emailedĀ jobĀ applications each week that include a salary expectation, usually in the form of āseekingĀ $X,000 per yearā. SomeĀ continue with a phrase that has becomeĀ trite, not to mention quiteĀ costly to job seekers everywhere.
ābut Iām negotiableā
What these candidates are telling usĀ is āI have a target number, but I wantĀ you toĀ know in advance that IāmĀ willing to accept less.ā
This phrase is also a common response during live conversation with candidates, whether in speaking to me or in interviews with my clients.
INTERVIEWER: What are your salary expectations?
CANDIDATE: Iām seeking 80K, but Iām negotiable.
But usually it goes more like this
INTERVIEWER: What are your salary expectations?
CANDIDATE: Iām seeking 80Kā¦
INTERVIEWER: [Silently takes a note for five seconds]
CANDIDATE: ā¦but IāmĀ negotiable.
Donāt do that.
The mistake here is that the candidate willingly dropped their requestĀ before hearing any objection to the number provided. In the first instance, theyĀ have altered their negotiating position before even giving the interviewer so much asĀ anĀ opportunity to say no.
The Fix
IN APPLICATIONS ā When providing a salary requirement in writing, there is the option ofĀ usingĀ a single number or a range. Supplying a range could be potentially useful, as a range may account forĀ variation between what companies offer in time off,Ā benefits, bonus, or perks. When providing a range, expect employers to start negotiations at the bottom.
Providing some brief context alongĀ withĀ the number (āassuming competitive benefits and working conditionsā) will provide anĀ openingĀ to negotiate above theĀ provided number/rangeĀ whenĀ necessary. Usually there will be some part of the package that can be cited as below market to justify raising an offer.
If the recipient of theĀ application feels the candidate isĀ qualified and at least in the ballpark for the budget, contact will be made and theĀ flexibility topic may come up early.
IN INTERVIEWS ā Prepare a number to ask for along with any context before the interview. Itās quite a common question, and having an answer available should provide the best results. Improvisation on this questionĀ is usually where things go wrong.
When the question about compensation expectations comes up, reply with the number along with any brief and necessary clarifying context. Then, stop talking. Donāt say a word until the interviewer responds. Even if the stare down lasts a minute, say nothing.
Interviewers realize you are probably a bit on edge and slightly uncomfortableĀ during an interview. AnyĀ silence, even for just a few seconds, is commonlyĀ interpreted by candidates as a negative sign (āUh oh, why did she stop asking questions???ā). Some hiring managers or HR professionalsĀ actually have aĀ pause built into the scriptĀ in order to determine possible flexibility without having to even ask.
Conclusion
Never start negotiating downward until some objection is provided, and donāt mistake the silence of an interviewer as an objection.
| Reference: | But Iām negotiable from our JCG partner Dave Fecak at the Job Tips For Geeks blog. |
Dave you touch upon one of the most important negotiation aspects here. “Then, stop talking. Donāt say a word until the interviewer responds. Even if the stare down lasts a minute, say nothing.” This advice can make us money the next time this situation comes around. Too many of us want to fill the empty air with discussion. I have learned this as a speaker as well, silence can help make a point of emphasis.
Thanks Tom. This is a situation where having so-called ‘social skills’ is actually a detriment. People who we say have social skills will instinctively try to get conversation started again, and unless the candidate goes to a new topic there is little to say other than a reference to what was previously stated. One could say “…and that number is firm” I guess, but that isn’t necessary. Silence, in this case, is the best option.