Negotiating Your Salary

When you’re coming from a military background, salary negotiation can be unfamiliar. Odds are you’ve never had the opportunity to negotiate your salary before. You’re told how you’ll be compensated and that’s the end of it.

Oftentimes, this can lead to veterans selling themselves short when they transition into the civilian world. Negotiating a salary is an important step towards achieving what you deserve for what you’ll bring to the company.

Knowing this is unfamiliar territory, we’ve put together this tip sheet on how to negotiate your salary when it comes down to that hiring conversation.

Always thank them and reiterate your interest in the position

When beginning to negotiate a salary, it is always essential to thank the hiring manager or individual you are speaking with and to reiterate your excitement about the position. Say something along the lines of “I want to be here. This is the job that I want.”

Reassuring them that you are pleased to be offered a position will show your interest and dedication to the company even as you ask for a better offer. It will demonstrate that you were authentic throughout the interview process when you said you wanted to work for this company in this position.

It will also start the conversation off on the right tone, which is key to the success of your negotiation.

Strike the right tone

Be sure that your tone is not adversarial. Try to make the conversation feel collaborative; “we have the same goal, let's get there together.” When you push back on your offer, make sure you do it gently and respectfully. Consider if the cost of what you are pushing for is worth it. Sometimes it is better to let that $1,000/year go in order to enter a healthy environment. Show the hiring manager that you are flexible.

This is where the “art” of salary negotiation comes in. There are no concrete rules but use your interpersonal skills to read the hiring manager and stop pushing at the right time. Sometimes it can help to phrase things as a question; “would it be appropriate to…” “would you agree that…” Using these phrases can help the hiring manager feel like they are still in control and be more open to what you are presenting.

Research before you go

The number one rule of negotiation is to do your homework. Before you set foot in the room, you should have already done your research. Look into what range of salaries people in similar positions or at similar companies earn. A lot of this information is available online or you can reach out to people you know in positions similar to you.

Once you’ve determined the range, be thoughtful and introspective about where you fall in that range. Do you fall towards the middle? The upper end? Knowing where you fall and being able to back up why you think that will help you to negotiate your salary with a solid number.

Be clear about what you want

Go into the conversation knowing what you wanted (based on your prior research) and be clear about that to the hiring manager. After you have thanked them and expressed your interest in the role, say something along the lines of, "With that said, the experience I bring to the table, the value I have been able to demonstrate in higher roles warrants a much higher salary."

Next, express to them the research you’ve done, what salary you’re aiming for and why. Trying saying something like: "In terms of my own research regarding this particular role at this company and others, what I've seen is more of a range of __ to __, and I think given the success I've been able to have in prior roles which I believe I will bring to this role as well, that I deserve to be at the higher end of that range. So my aspiration is to actually be at ___."

Remember, give a range and suggest where you fall within that range. Frame it in terms of their benefit, not just your own. You’ll bring value to this company – they already see some of that since they’ve extended you an offer. Remind them of just what you bring to the table and why it's valuable.

Negotiate for more than just annual salary

Another mistake negotiation rookies make is that they only negotiate for their annual salary. Negotiate for more than just your annual salary – ask about stock options, end-of-year bonuses, etc. Once salary is maxed out, explore other types of compensation.

If you’re not sure how to open this conversation, try something like: "I know we’ve mentioned other benefits like stock options. Would it be appropriate to talk about some of those? While I'm excited about this offer of $___, given my research it's not what I think I deserve in this role."

What do you do if they say that times are tough or this is the situation with the current economy?

Respond graciously. Read the hiring manager and see if it is okay to push a little more. If it is, try framing yourself as an investment. Here’s an example response:

"I totally get that. At the end of the day, I would look at this as an investment. Are you going to pay $50,000 for someone who is going to double your money or $65,000 to be working with someone who is going to triple or quadruple that return? At the end of the day, I think that compared to other candidates I'm going to be able to more than make up that $15,000 difference."

If it feels like a good time to stop pushing, try asking about review cycles instead. Perhaps you can revisit this conversation in six-months or a year. Asking for a review cycle keeps the door open for future negotiations.

Closing well

Remember, you will be a great asset to this company. It’s okay and even good to show them what you are worth through in-depth answers. Close the conversation by thanking them for their time, expressing your excitement about the role, and showing you appreciated the negotiation.

You could try saying, "I think that's a great option. I am committed to this role, and I think that's a great way for you to demonstrate you are committed to me and for me to demonstrate I'm committed to you."

If you’d like more hands-on advice on how to negotiate a salary, including how to negotiate if you have another offer, sign up for ADU LIVE our 21-day sprint course that is free for all past and present service members.