Negotiating a Fair Salary in Today’s Job Market

By Chelle Shell

One of THE most common questions I am asked by those in search of a new job is “How do I negotiate a fair salary for myself in today’s job market and tough economy?” Many people will tell you that you simply don’t. This, to a degree, isn’t necessarily true so I will give you some tips on how to handle this uncomfortable topic.

1. The place to begin this dreaded task is by deciding in advance what you would LIKE to earn and what the bottom line is. What do you HAVE to earn to survive?

2. Research the salary range for the specific job(s) you are applying for and in its specific location.
Places to look: online job board listings with this information posted, talk with friends and people you meet at networking events, contact recruiting firms and staffing agencies, and search for online salary surveys such as Opportunity Knocks Wage & Benefits Report, just to name a few.

3. Figure out a budget for yourself and your family.
Only you know what your financial obligations are and you may need to eliminate some of the comforts you are accustomed to. Remember, this is the BOTTOM LINE - what you must have to survive.

4. Once you’ve determined these two items (#2 and #3) create a salary range you can discuss with a potential employer when asked – and only when asked.
Do not ever tell a potential employer, “I need at least X number of dollars per year to survive.” I know it seems crazy but I have actually witnessed this as a hiring manager and had to push my mouth back to the closed position.

5. Have your salary history available on a separate page to include with your resume just in case the potential employer asks for it.
Never lie about your past salaries as these can, and more than likely will be checked. Some employers will even ask for W-2s.

6. If told a salary range by the potential employer and then asked if this is what you were expecting, base your answer on the research you have done on the market rate for this position.
If it is lower than what you have found don’t be afraid to say something like this, “It’s close to what I was expecting but I was thinking more in terms of $x amount - $x amount.” Be sure you keep this in a range. This range should be around the top of the employer range and to the bottom of your range. The next step should be requesting time to consider the offer. Don’t turn down the job immediately. This will give you and the organization time to reflect on the situation. If they have room to be flexible they may be willing to offer more in fear of you rejecting the offer. If not, then it also gives you time to reflect back to your original budget and see if you can actually make this offer work.

Yes, salary is very important in the decision making process of accepting a new job. Your dream job may pay less but don’t discount other factors such as benefits, flex hours, location, environment, culture, perks, and work-life balance. Trust me, I’m writing from experience. You would be surprised at how much peace of mind and loving your job is worth. It’s priceless!

About the Author
Michelle “Chelle” Shell has worked in management for over 14 years in positions ranging from recruitment to public relations. In her current role as Client Development Manager for Opportunity Knocks she assists national nonprofit organizations and recruitment agencies connect with talented, qualified nonprofit professionals and HR management solutions. Chelle is passionate about health related missions and is active in her transitioning neighborhood association as well as local tennis associations. Contact Chelle at ms@opportunityknocks.org