9 things to avoid when negotiating a salary

I came across this article the other day. It gives some helpful tips about negotiating your salary. 



You’re 96% sure that you’re ready to schedule a meeting with your boss to ask for a raise. Or perhaps you’re nearing the end of the job interview process and an offer is in sight. However, if you’re like me, you have definitely put your foot in your mouth a time or two saying the wrong thing at the absolute worst moment. Doh!

Don’t mess up. Don’t mess up. No matter how many times you rehearse what to say, there’s always that risk of fumbling right at the five-yard line. Instead of panicking, get prepared.

To coach us along in the salary negotiation process, we turned to Josh Doody, author of Fearless Salary Negotiation. “A salary negotiation is a collaboration, and a key ingredient of a successful collaboration is good communication,” says Doody. “It’s important to be very clear with what you communicate to avoid ambiguity, which could complicate things and slow the negotiation process.”

Instead of Doody simply sharing the things you should say, he’s here to warn you about the potential negotiation landmines to avoid when angling for the salary you deserve. Here are nine things to never say in a salary negotiation:

1. “I’M CURRENTLY MAKING . . .”

The most common question recruiters will ask a candidate is something like, “So where are you right now in terms of salary, and what are you looking for if you make this move?” Don’t fall for it.

Instead of asking for “more” salary or “more” vacation, this is your time to get specific.
“I call this the ‘dreaded salary question,’ and it’s tricky because it usually comes up early in the interview process, and most candidates don’t think of it as part of a salary negotiation even though it is,” says Doody.

“Answering this question by disclosing numbers can make it very difficult to negotiate effectively later on because it can box the candidate in. Once they disclose current or desired salary, the offers they get are very likely to be tied to those numbers. That can be very expensive if the company might have offered them a much higher salary than they disclosed.”

2. “MY DESIRED SALARY IS . . .”

Don’t disclose your current or desired salary! “Recovering from this mistake can be tricky and each situation is unique. But one way to untether from those original numbers is to review the benefits package for deficiencies,” says Doody. “If the health insurance offering, paid vacation, target bonus, or other aspects of the benefits package are underwhelming, the candidate can use those as reasons to ask for a higher salary to compensate.”

Instead, try something like:

I’m not comfortable sharing my current salary. I would prefer to focus on the value I can add to this company rather than what I’m paid at my current job. I don’t have a specific number in mind for a desired salary, and you know better than I do what value my skillset and experience could bring to your company. I want this move to be a big step forward for me in terms of both responsibility and compensation.

3. “SORRY”

According to Doody, “negotiating is uncomfortable, and our natural tendency is to try to smooth the edges on a difficult conversation. Saying sorry could signal to the recruiter or hiring manager that you might be willing to back down, and that could be expensive. Don’t apologize for negotiating.”

4. “NO”

“You want to continuously improve your situation throughout the negotiation and you do that by avoiding negative language and focusing on positive language. Instead of “No, that doesn’t work for me” (two negative words), you can say, “I would be more comfortable with . . .” (a more positive expression).

“Saying sorry could signal to the recruiter or hiring manager that you might be willing to back down . . . Don’t apologize for negotiating.”

Negative words slow things down and may put up walls that make collaboration difficult. Using only positive words is difficult at first, but you’ll get better with practice.”

5. “YES”

While this may sound like the exact word to use when speaking to an HR recruiter, Doody insists it should be used with caution. “You’ll often get a job offer that seems really appealing, and it might be far more than you expected. Your instinct in that case might be to just accept the offer because it’s so good.”

But is it too good?

“It’s possible you underestimated your value in this situation. Instead of “Yes,” formulate a counteroffer to see how much you can improve it. The negotiation should end with the company saying “Yes” to you. Once they say “Yes” to you, or you run out of things to ask for, then you are finished negotiating.”

6. “LATER”

As in, “I can deal with that after I start.” Procrastinators, this one’s for you. “Sometimes it’s easier to avoid uncomfortable parts of a negotiation by deferring those parts of the conversation until after you’re hired. That can be a very expensive mistake because you won’t have the same latitude to negotiate and improve your position once you’re in the door. Push through the discomfort and get the best possible result now.”

7. “TRY”

In expressions like, “Can we try . . .?” “’try’ is a passive word that leaves a lot of wiggle room, and you don’t want that,” insists Doody. “It’s easy for someone to say—honestly or not—”We’ll try…” and reply with, “We tried and it just didn’t work out.” Don’t ask them to “try” to do something. Instead, use more positive language like “I would be more comfortable with…”.”

8. “MORE”

While this word seems counter intuitive because you are negotiating to get more, it’s a word that is too general for a successful negotiation. Instead of asking for “more” salary or “more” vacation, this is your time to get specific.

“Don’t leave things to the imagination once you’re negotiating. Instead of “Could you budge on the salary?” say, ‘I would be more comfortable with a base salary of $105,000.’”

9. “WANT”

Lastly, the word “want” can tank negotiations. Using it can undercut the entire premise of your argument that you deserve to be paid more and you deserve a more competitive salary. Go into a negotiation with facts and figures, making a compelling case. Start with printing out your results using a tool like Glassdoor’s personal salary estimator, Know Your Worth. See what you base salary should be and see what the industry norms are.

“You could talk about what you want, which just isn’t all that important. Or you could talk about what the company wants, which is not as potent as talking about what the company needs, which are the most important thing,” adds Doody. “Focus on the company’s needs and how you can help meet those needs so they can easily see your value and work to compensate you for it.”

Get your money. It's not about what you are worth...it's about what you can negotiate. 

8 Reasons You Should Turn Down That Job Offer

here's a very interesting article that I found at salary.com

Just Because You Got the Offer Doesn't Mean You Should Accept It

The good news is you got the job. Which, in this still-reeling economy, is quite an accomplishment. But the bad news is you're worried you might be settling for a position that isn't the right fit for you. So where do you go from here?

Look, the honest truth is there are times when you'll have to take any job you can get, even if you know it's a bad fit. Maybe your house is about to be foreclosed on, you can't make rent, or you have a family depending on you for income. We completely understand there will be times when finding ANY job is a priority over the PERFECT job.

But then there's the flip side of that coin, which is taking a job just for the sake of having a job even if you have the luxury of holding out for something better. Maybe you're frustrated because your job search has taken far longer than expected, or you graduated college and you're the last of your friends to find steady employment. Those situations aren't ideal, but neither is taking a "filler" job that won't really benefit your career.

To help guide you, here are some very valid reasons to reject a job offer.

8. When It's a Dead-End, Not a Detour

Sometimes we travel a broken career road, but that's not all bad. Many success stories include colorful chapters where the hero bravely works his way up to corporate glory. But what about the sad dramas where the heroine ends up pausing her career indefinitely in a so-so job that moves her off-target and out-of-sight of her hopes and dreams?

Consider: Will the circuitous route still allow some sort of progress in your chosen direction? Or will the filler job effectively block the path to your desired destination? The best filler job will still allow you to grow skills and experiences that are resume-worthy, and easily applied at your next position. The worst ones can spiral you into a black hole from which you gain no additional skills or experience, essentially trapping you with no hope of escape.

7. When It Costs You Opportunities

Most jobs are found through networking. A job organizing office supplies in a backroom or basement will offer you few opportunities to rub elbows with anyone save the occasional lost soul seeking a restroom. On the other hand, a retail job selling business apparel might give you the inside scoop on unposted job listings. Remember, the clear majority of today’s employment opportunities are unadvertised.

Consider: If volunteer work or community service puts you in touch with a growing number of business contacts, it might be worth fueling that momentum rather than cutting yourself off with a short-term, bill-paying position. Obviously, if you’re in debt and behind on your bills, you may not have the luxury of timing. However, be certain that wherever you spend your 9 to 5, you remain in the vicinity of connections to your chosen career goals.

6. When It Hurts Your Professional Reputation

On the other hand, while assembling sandwiches in a company cafeteria will likely put you in contact with key decision-makers (even CEOs have to eat lunch), do you want to be remembered for a cheddar cheese mishap when you finally land that interview?

Consider: It’s one thing to wait tables as a new college graduate in search of that elusive first job. However, a displaced IT manager refilling iced teas is doing nothing to enhance that image of technical prowess. There is nothing wrong with honest labor. But aim for labor that won’t contradict your status and reputation as a professional. To wit, waiting tables would be consistent with a hospitality manager looking for her next gig. Web design work might be a better fit for the on-hold IT manager. 

5. When It's Soul-Crushing

How tough is your spirit? Can you retain essential hope and focus while working in the potential filler job? Some people own the sort of resilience that will not be trampled by janitorial duties or irate customers at a fast food establishment. Others have a tendency to link identity to work and their self-worth will deflate like a leaky balloon.

Consider: Know thyself. The purpose of a temporary job is to equip you -- financially and possibly experientially -- for the real deal. If a filler job is likely to grind down your self-image, perhaps you need to look a little longer. Find employment that will pay your bills without costing you your confidence and breaking your spirit.

4. When It Goes Against Your Morals & Values

The nature of your temporary work shouldn't make you feel like you're compromising who you are or your beliefs. Obviously you should avoid anything illegal, but beyond that black and white is a lot of grey. For instance, a vegetarian meat-packer, an environmentalist working for big oil, or a personal privacy advocate making telemarketing calls. These are scenarios that will pit self against self.

Consider: You will be ineffective and personally miserable in any position that requires you to ignore core values. Selling something that is personally disagreeable is a blow to your integrity. How will you sell the professionalism of someone willing to turn a blind eye to his own convictions?

3. When It Costs You Your Family

A great paycheck that takes you out-of-town -- or out of family life by nature of the sheer number of hours required -- may be a risk to your family connections. Yes, getting behind on your mortgage payment could strain family loyalties as well, but be sure you and your spouse (or significant other) are on the same page regarding expectations.

Consider: How "temporary" will temporary be? Are there other options that might provide a better balance to the financial vs. family stability equation? An indefinitely timed strain on familial relationships (and connections to your support system) should be approached with caution. Do you work to live or live to work? Just remember, no one on a deathbed ever wished they spent more time at work.

2. When the Money Isn't Good Enough

Sometimes, it really is all about the money.

Most of us work to live. We have mortgages, rent, utilities, car payments, daycare and more to pay for, and we're working to foot the bills. So if you're presented with a job that doesn't even come close to making all the ends meet, it might be worth holding out for something more lucrative if that's feasible.

Consider: Be clear about pay structures and costs of employment -- especially for commission-based work -- before grabbing a temporary position. The word "temporary" can ascribe less value to the details tied to these jobs. These details should matter, however, because you are making a trade of your job search time. Be sure it’s a worthwhile exchange.

1. When the Money Is TOO Good

Whoosh. That’s the soul-sucking sound of a lucrative paycheck pulling talent from a long-term goal. It happens. The pay is so good you stay on a little longer. And a little longer after that. Next thing you know you're completely hooked on your fat paycheck, 10 years have gone by, and you’ve forgotten you used to have other dreams.

Consider: If you’re a "work to live" personality with a goal of retirement, this may not be a deal-breaker. But if your goals are for professional achievement, be wary of temporary jobs that could lull you into career complacency. "Umm, I got busy and forgot" isn’t going to sit well with a bored, stagnated version of yourself, wondering about the untapped potential of your youth.

Keep Your Eyes on the Prize

"Any" job is often better than no job, but not necessarily. Measure "filler" jobs against your overall career plan. Be wary of any side gig that holds the power to hamstring you into a permanent sideline position.

Our career paths are rarely straight lines. Sometimes the route to a coveted sales position goes through the mailroom. And there are times that outside pressures and financial considerations force us to pause professional progress completely. These challenges are surmountable and may even provide valuable perspective, as long as hitting the pause button doesn't cause our motivation to idle as well.

Know What You're Worth

Regardless of whether or not you actually accept the job you're offered, the important thing is that you're prepared to negotiate salary if you do want it. The first thing you should do is research, so you're able to come to the table armed with the knowledge of what your job is worth.