3 Tells to win at salary negotiations

You have arrived. The hiring authority has said yes, they would love for you to start next week. Your negotiating power could never be higher. All that's left is to decide how much to pay you to solve their problems. You want more than they can afford and they will only pay what they value. How to find the right number for both parties? Watch the hiring authority's tells for one of three reactions to this discussion.

[side bar: remember s/he who mentions $$$ first looses. Try to get the hiring authority to mention a salary range before you do. Defer and deflect any questions about your salary needs until they say 'yes, we want to hire you'. Discussing money before then will put you at a disadvantage. And remember hiring authorities read this blog and will try to get a number from you anyway. Make your choice, don't try to win the battle for the bucks and lose the war for the work.]



The Wince

The boss heard what you said and realizes you are a budget buster. Your wants are outside of their salary range...right now. So return the discussion to your role and responsibilities. Reconsider what is being asked of you and positively demonstrate why you are of more value. The decision makers must understand and agree that you are a greater value and worth the higher compensation. And willing to buck their bosses to get more salary money. Getting the higher salary might require you taking on a greater role in the organization to justify the bucks.



The Shrug

The opposite of the wince is to be too low. In fact, what you are asking for will make the hiring authority look real good to his/her boss because they are paying at the low end or below the salary range. The higher ups now have more salary money to pay those who caused them to wince and were looking for money to move. What you are asking for is OK with them, it's really OK. In fact, they were expecting you to ask for more. Don't sell yourself cheap.

To avoid this and feeling really bad that you didn't ask for more, keep your mouth shut. When they mention a salary, say nothing. Count to XXX, look at the ceiling, stare at them, but stall. Silence is very LOUD. Let the hiring authority break the silence and say something. It might be "...but if XXXXX wasn't in your range what would be." They could start offering more money just to get you to say yes and end the silence. This reaction on your part takes practice. Get a trusted adviser/friend to role-play this scenario. You have to project the body language that you are a valued person and worth more. Remember there will never be such a powerful negotiating position again as when after all their searching they want to hire YOU. Live for the moment. It goes fast.



The Sigh

The sigh is the tell that you hit the best number. The hiring authority realizes to get you he has to pay what your true value is right now. He/she is tired of looking, has many problems that needs your talent right now and really doesn't want to hassle you over the bucks. You have made life easier for the hiring authority. He doesn't have to go to his boss to get more salary budget and look bad. [remember the wince] And you didn't low ball which makes them wonder why you are working so cheap. Will you quit for a better paying job real soon because you took a salary well below your abilities and value.

So best wishes and may all your salary conversations end with a telling sigh.