Rule #3: Always bracket your stated salary range to begin within the employer's probable salary range and end a bit above what you expect to settle for.
Supposed that the employer is expecting to pay someone about $25,000 a year. Your research indicates that most jobs of this type pay between $22,000 and $29,000 a year. You could say you were hoping for $30,000, but in many cases, this will probably eliminate you from consideration. Alternatively you could say you would take $22,000, at which point you could get hired at $22,000 a year (making that response the most expensive two seconds in your entire life), or the employer could go looking for someone who feels they are worth more than that.
Instead, you want to bracket the range, staying a little bit on the high side. In the above example, you figured that probable range for the salary would be from $22,000 to $29,000. You could cover this range by saying, "I was looking for a salary in the mid- to upper twenties." You can use the same strategy for any salary bracket you may be considering. For example, if you want $28,000 a year and their range is $25,000 to $33,000, you could say "A salary in the high twenties to mid-thirties."
Talking in terms of salary range that extends a bit above what the employer was likely to consider not only give you the option of negotiating your salary when it really matters, but if you are offered the job, you are likely to be offered a little more than what the employer originally intended.
Rule #4: Never say no to a job offer either before it is made or within 24 hours afterward.
Many job seekers do not realize that their response to salary can eliminate them from further consideration. Showing disappointment at an interviewer's initial salary proposal could cause that person to keep looking for someone who would be delighted with the pay.
To avoid losing the job before the interview is over, you might consider countering a lower-than-hoped-for offer by saying something like, "That is somewhat lower than I had hoped, but this position does sound very interesting. If I were to consider this offer, what orts of things could I do to quickly become more valuable to this organization?"
Remember that a discussion of salary is not necessarily a job offer. More often, it is an attempt to screen you out of consideration. The key is to continue to delay discussion of pay until it really matters.
Quick Tip
Web and newspaper ads are notorious for demanding that respondents list their salary requirements. If you feel that a particular job is a good bet, indicate that your "salary requirements are open to negotiation."
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