Salary Negotiation Mistakes to Avoid

by Robin Ryan

Never forget this fact:  Whoever mentions money first loses! Don't let it be you. 

John hadn't realized how underpaid he was until he decided to pursue a terrific sounding job and he didn't get it. The recruiter later shared with John that the recruiter believed he was qualified, but the hiring manager thought differently when John revealed his current salary and it seemed too low for the duties he claimed he'd done.  For that reason, he'd been eliminated. John wanted a better outcome so he became a career counseling client, when a dream job popped up. The very first thing he learned was exactly WHAT his salary should be for performing his job. Next, we role-played how to answer all the possible salary questions he would get in the interview. Finally, I assisted him with specific negotiating strategies and tactics that resulted in an additional $11,000 being added to the original offer, along with a $5,000 signing bonus upon acceptance, which equaled $16,000 in additional compensation because of successful salary negotiations. 

Some key rules to follow:

DON'T tell them how much you have made before.  You lose your negotiating power immediately if you do, and many candidates have LOST the job because early in the interview they did tell the hiring manager their actual salary.  In fact, one executive learned from a recruiter that she lost the job when she told the hiring manager her current salary because she was being underpaid for her skill level and experience. The hiring manager immediately devalued her skills, rating them at a lower level and equating them to the dollars she was earning.

DON'T send in a salary history.   Simply ignore their request for this information.  But, if the ad insists, stating, ''We won't consider anyone who doesn't send a salary history.'' you can comply in a clever way that preserves your negotiating power.  Instead of revealing your old salary, research salary survey sources (available at www.RobinRyan.com/careerResources.htm) and find a comparable job description to the one you are applying for. Quote them a salary range from that source and indicate that you are looking within that range.  Employers report that they use the salary question as a device to screen out applicants. While you worry the employer won't pay high enough, in reality often times employers eliminate you because your salary was too low, thus automatically downgrading your skills.

DON'T lie or exaggerate your past salary. Always leave the salary boxes blank on job applications.  The application is a legal document and can result in your being fired if you ''fudge'' on the true number. 

DO TRY.  In the last 18 months I have seen employers offer higher salaries and more lucrative benefits packages, simply because the prospective employee quantified their worth and asked for more.  This strategy often results in acquiring thousands of dollars more in your paycheck.

SOURCE: Audio ''Salary Negotiation Strategies'' by Robin Ryan.

© Copyright 2008 Robin Ryan. All rights reserved.

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Robin Ryan has appeared on Oprah and Dr. Phil and is considered to be America’s top career coach. Robin has a busy career counseling practice providing individual career coaching, resume writing services, interview preparation, salary negotiations, and outplacement to clients nationwide. She is the best-selling author of : "60 Seconds & You're Hired!," "Soaring On Your Strengths," "What to Do With the Rest of Your Life," "Winning Resumes," and "Winning Cover Letters." A dynamic national speaker, Robin has spoken to over 1200 audiences sharing her insights on how to improve their lives and obtain greater success. Contact Robin at: 425.226.0414, or email: robin@robinryan.com, or visit her website: http://www.robinryan.com

Reprints release: Newspapers, magazines, online websites are granted permission to reprint this in part or whole but are required to credit the author including author's bio, book credits, and include author's website information (with link if online); PLUS email author at robin@robinryan.com and state when and where reprint publication will occur. Questions: contact author at robin@robinryan.com or 425.226.0414.