What do you do if your late career experience is undervalued during salary negotiations?

1 Highlight your achievements

One of the best ways to demonstrate your value is to showcase your past and current successes. Use concrete examples and numbers to illustrate how you have contributed to your previous or current organizations. For instance, you can mention how you have increased sales, reduced costs, improved quality, or solved problems. Be specific and relevant to the position you are applying for, and avoid vague or outdated claims.

2 Emphasize your fit

Another important factor that can influence your salary negotiation is how well you fit the culture and vision of the employer. You want to show that you are not only qualified, but also enthusiastic and adaptable. Research the company and its goals, and express your alignment and interest in them. Also, highlight your soft skills, such as communication, collaboration, leadership, and creativity. These are often in high demand and can set you apart from other candidates.

3 Negotiate with confidence

Once you have established your value and fit, you need to negotiate with confidence and professionalism. Do your homework and know your worth in the market. Use salary websites, industry reports, and your network to find out the typical range for your role and location. Then, set a realistic and reasonable target based on your experience and skills. Don't be afraid to ask for what you want, but also be flexible and open to alternatives. For example, you can consider other benefits, such as bonuses, stock options, or flexible hours.

4 Handle objections gracefully

During the negotiation process, you might encounter some objections or resistance from the employer. They might try to lowball you, question your skills, or bring up your age. Don't take these personally or get defensive. Instead, handle them gracefully and diplomatically. Use facts and evidence to counter their arguments, and restate your value and fit. If they mention your age, focus on your strengths and how they can benefit the employer. For instance, you can say that you have a wealth of knowledge, a proven track record, and a diverse perspective.

5 Seek feedback and advice

Finally, if you are still struggling to get the salary you want, you might want to seek feedback and advice from others. You can ask for constructive criticism from your mentors, peers, or coaches. They can help you identify your areas of improvement and suggest ways to enhance your negotiation skills. You can also reach out to your network and ask for referrals, recommendations, or insights. They might have connections or opportunities that can lead you to a better offer.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?