Negotiation Skills Company, Inc.
 
Negotiation Skills Company, Inc.

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I Want The Job, But The Pay Offer Is Below Market

From: Desiree, Oregon

Question: I am about to be offered a new job. They have already decided to hire me but need to do the formalities, ie, meet me. I really want this job as it offers opportunity for me to move up in my field. The trouble is, they are considering wages between $30,000-$36,000.The compensation package is about $4,800/yr. After extensive research about what is being paid, I find that the median is $40,000+ for those who have 2-4 years experience (I have 15-20!). I really want the job. How can I get them to pay the wages that I deserve and need?

Response: If your knowledge of the salary the company is likely to offer is based on information they have given you, unless you have simply accepted the information without comment, you are in a perfectly fine position to undertake negotiations. If you have said you'll take the job -- knowing what the numbers are -- then you have to enter into your face to face process indicating that you have had second thoughts -- entirely because of the pay. If their wage numbers are based on information you have gotten indirectly, your situation is even better. Without your reaction to their pay range, they don't know whether it sounds good or bad to you.

The important question is not how badly you want or need them, but how badly they want you. In your meeting(s) with the company you should mention that no one has asked how much pay would be a sufficient incentive to you to join them. Then you should indicate that you've been thinking in the range of the 'high forties' which means you're looking for at least 45 thousand dollars.

You do want to ask questions: "As I understand it, people with 1/4th of my experience are getting paid more than $40,000 per year. What is there in your offer that reflects my experience and offers me good reasons for wanting to work for you?"

Focusing on your own interests is more important than simply beating up the company. For example if the location, working conditions, speed of salary increases or other elements of the job are extremely attractive, then you have to measure the value of those issues against sheer cash. People take pay cuts to improve their quality of life -- reduced commute, more flexible hours, other benefits that may not be measurable in dollars.

So think about what is important to you, to your ego, to your life. Check how the various elements of the job have impacts on those issues. Then you can make a wise decision on what approach to take when you negotiate.

Good luck,
Steve

The Negotiation Skills Company, Inc.   P O Box 172   Pride's Crossing, MA 01965, USA   
Voice: +1 978-927-6775     FAX: +1 978-921-4447
WEB: www.NegotiationSkills.com   E-mail: tnsc@negotiationskills.com
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