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Salary Negotiation for an IT Position?
HerculesMO asks: "I am a Windows Systems Administrator and work for a pretty large corporation. I know that I'm underpaid for what I do, and as such, I've been looking for another position. The problem is however, that a lot of potential positions ask for what you are currently making -- and it's a bargaining chip that the company I interview with will (and have) used to negotiate salary." Given that businesses usually base the salaries of new hires on their previous job, how can one arrange a fair salary if they were badly underpaid?
"I'm currently in a series of interviews with a company that I really like, the work environment, people seem young and friendly (like myself), and the business is something I wouldn't hate doing. I'm well qualified for the work, and their director already likes me. I just feel that, if I accept the position, I won't be able to bargain my way up to the market rate for the position, given it's such a leap from what I currently make. In New York, many of the companies require the disclosure of salary so just 'saying no' locks me out of a lot of potential positions."
Most companies I have worked at provide bonuses, RRSP matching (think 401k, only up here, where it's colder) and other compensation. I also do some work on the side.
...".
By the time I add all that stuff up and tell them that is what I am currently making, I've pretty much reached the base salary I am looking for.
The key is in how you word it. Obviously you can't say "my current base pay is", you have to say "I am currently making about
Another key is to be somewhat vague. If you are making $65k/year, say "in the high sixties, looking for something in the low seventies".
If you are very underpaid, don't be afraid to mention this to your new employers as a reason you are looking for a new job. This will ensure they offer something above what you are currently making.
Also remember that when they offer you a job, it's an offer and it's probably not final. I've never accepted the first offer and always received a better offer.
When the interviewer asks you what you would like to be paid, tell him/her : what is the typical range they pay someone in that position at the company.
They will typically give you a range.
You should also value yourself. If you think you're worth 60k, ask for 65k.
Also don't ever settle for something low. There are always jobs to be found somewhere.
READ THIS BOOK.d _sim_b_1/002-6822999-5302459?_encoding=UTF8&v=glan ce&n=283155
http://www.amazon.com/gp/product/1580083102/ref=p
It's a handbook of negotiating techniques with specific regard to salary and job prospecting.
The golden rule?
WHOEVER GOES FIRST LOSES. Don't EVER be the first to mention a number.
The book is incredible, it really is. There are at least three different techniques for dealing with the "what are you currently making" question.
If you do nothing else before you have your next interview, read the book. If it doesn't help you, I'll buy it from you. I re-read the whole thing before EVERY interview to brush up.
I don't want to seem overenthusiastic, but this is one of the few things I can say works without a doubt. It's one of the most important books I've read in my entire career.
Here's the best salary advice anyone has ever given me - make them talk numbers first.
Yes, you can do this. It's part of the process. If they are talking money, they want to hire you, but they, of course, want to get you as cheaply as they can to make you happy. Don't ever give in first. If you do, you won't get paid as much as they are willing to pay you.
Worst case scenario is that they won't give a number without you giving a number. That's rare, and the sign of a cagey (or stubborn) hiring manager. If it gets to that point, don't tell them what you are making, tell them what you want to make to change jobs. Go high, higher than you really need, but not outrageously high, and then say, "But, that depends on the situation, and I don't want you to not offer me a position here because of the salary. If I'm a good fit for you, and you're a good fit for me, which is how it feels now, I'm sure we can work out the details", and take a big drink of the water that you have sitting on the table. Then, now that you've got your breathe back, look them in the eye and smile. The ball is in their court, which is where you want it to be.
Also, don't be afraid to negotiate after they make the offer. If they make an offer, they want you, and they've put a lot of effort into interviewing you, following up on references, making the offer letter, etc. I had a friend tell me never to take the first offer. I don't know if I agree with that, but usually you can get a few extra grand by working them post-offer.
Will the hiring manager be a bit pissed on your first day? Probably. If you did it right, you won, and that's always a pisser for the loser. Usually you don't get to be a hiring manager by losing. But, if you show them that you are worth it, that feeling will quickly change to "How can I keep this guy for what I pay him?". Managers understand much better than ICs that salary negotiations are business, not personal.
Oh, and don't tell anyone, except your spouse, what you make. Nobody. That will only lead to pain.