Gerald Walsh - An Atlantic Canada Leader in Executive Search, Career Transition, Executive Coaching and Human Resources

How to Negotiate a Fair Starting Salary

The style and manner used by a job applicant during salary negotiation can be a major factor in whether the process concludes successfully. I've seen more than one situation where the employer unilaterally stopped the negotiation process and withdrew their offer because the candidate had unreasonable demands or used poor methods of negotiation.

Here are guidelines that you, as a candidate, should follow to arrive at a successful conclusion to salary negotiation:

Understand that most employers are not trying to take advantage of you. Mutual trust and respect must be maintained throughout the negotiations.
Do not negotiate until you have a firm offer in hand.
Expect a salary reasonable with your experience and market conditions. Do not over (or under) estimate your worth.
Avoid being the first to give a definite salary figure. The person who puts a "number on the table" first is always at a disadvantage.
On average, a reasonable negotiating goal (if any employer flexibility exists) may be 5% to 10% above the initial offer. Rarely is it higher than this level.
Never bluff or lie. Do not stretch the truth on your current salary amount, it could come back to haunt you.
Avoid demands and ultimatums. A more effective approach is to reaffirm your interest, express thanks for the offer, highlight your concerns and ask a question. Example: "I am excited about the opportunity to become part of the team and contributing to your company's success, but I have one concern and I'm hoping you can help me with that. The salary isn't where I had hoped it would be." Then, say nothing. Most individuals will fill up the silence by asking what you are seeking or by saying they will go back and "see what I can do." This negotiation discussion is also the time to bring up other requests or additions. Then ask if you can come back the next day to discuss the salary and these other issues.
Get the final offer in writing to avoid misunderstandings.
Always end the negotiation on a positive note even if you decide to decline the offer in the end.

Gerald Walsh, CMA, is the President and Founder of Gerald Walsh Associates Inc., an executive search, career transition and executive coaching firm.

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