Slashdot Mirror
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."
Don't do it. They call. Plus if you're looking at work with the federales, they will look.
I've gotten a lot of mileage out of a line I got from a WSJ Managing Your Career column a while back:
"I am hoping to receive a fair offer."
One guy I interviewed with even knew the article I was talking about and got some points for reading the journal.
But don't fib. It'll bite you in the ass.
quis fimum scribit?
A common misunderstanding is that NOT telling them your salary helps you. I believe that is wrong. First of all, many companies will immediately shut you out for not disclosing that. It can also leave a sour taste in the interviewers mouth if you continue to resist the question. Also, it might make the employer think you got paid an embarassingly low salary, which doesn't help your cause either. I mean if you were getting paid like a champ, you'd mention your salary to make sure you can get paid even more.
You make it clear - very clear - that your current salary is too low and that is a big factor in why you are looking for a new job. Sure, you might be able to fight for a raise and get it, but it's still too low. That means their offer has to be even more than what one raise might net you. You're telling them that if they low ball you, you aren't taking their offer.
Whoever throws a number out first sets the tone. If, for example, you make $55k, but want $60k, but you make them say a number first, there are scenarios where you can end up fighting an uphill battle. What if they offer you $50k? What, suddenly you're willing to disclose your old salary and tell them their offer is too low? Then all that talk about it not being "relevant" goes out the window and you look like a fool. And now you are stuck fighting your way *up* to your goal. Instead, had you made it explicitly clear your currently salary is FAR too low, told them what it is, and asked for $65k, then you place them in the position to have to fight their way down to $60k.
If you don't tell them what your salary was up front, they won't know where you are coming from and your salary request will seem like some phantom number you got from salary.com. You want credibility? If you can't justify why you should get paid what you are worth, you don't deserve the salary anyway. Tell them what you make and make them respect what you feel you should be getting.
Most company HR departments will validate current salary level requests. Large corporations often have hotlines dedicated to this, as the information is often required when applying for a mortgage or other financing.
It's a tough spot to be in when you are asked this question. When answering, make sure that you give a figure that represents your entire package (salary, bonus, options, perks, etc) - and let them know that you're talking about an entire package. Since bonuses are often based on variable factors, it's fair for you to factor in the upper limit of your bonus potential. The message here is be honest, but also be thorough in how you detail things. Above all, be fair to yourself.
If you're good enough and an employer really wants to hire you - they'll pay what they feel you're worth to them, as opposed to just giving you a standard "raise" from where you are.
Good luck - stay confident, negotiate tough and get what you deserve!