Salary Negotiation: look in the mirror and say 'this offer is an insult'

Some act as if salary negotiation is a dark art, and requires magic to get right.

Other suggestions on how to get an optimal salary are equally silly.?

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Here's a few thoughts after negotiating hundreds of win-win offers.

1. If they want you, and you like the job, negotiating salary is simple.?

2. It's helpful to have an experienced go-between, it mitigates emotion.? Recruiters can often play this role, so use them.? Be blunt.

Job's posted salary range is $150-200. I'm in the range. That's enough detail until I understand the role better.

Later, when you know more.? I'm at $160 now, and I'm looking for $170-185.? Let's confirm that we're on the same page before we proceed with more interviews.

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3. Learn [try-practice] to be detached and non-emotional about salary

- because it has nothing to do with your ability.

?Salary= a formula with numerous variables, but it filters down to two

- the value the company places on this task (market price for this skill/job)

- how well you fit this specific job role

Them not offering you the top end salary doesn’t reflect on your skill..

? .. it reflects their "opinion" of how well your skill/exp match the job's requirements.

Secret: Though few of us are willing to admit, as a general rule, most of us are not good at accurately assessing job-fit, so you SHOULD expect to be misunderstood, and inaccurately assessed.

Don't take it personal.? Instead, know your comparative capabilities, and learn to advocate for yourself.

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4. Start evaluating career moves with salary as a factor from day one.

- no job is a perfect fit, and the less interested you are in the job, the more they’ll have to pay you to take it.

- if you see it as a great fit, full of learning, growth, challenge, impact and satisfaction [and other attractive factors], then you will be more flexible on salary [but likely won't have to be].

Negotiate at each step in the process [don't wait until the last minute].

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Examples:

Bad Fit: Recently, during my first conversation with a tech lead / software developer as we wrapped up, I said.? “I think you can do this job, but I don’t think you’re a good fit, and I explained my thinking”.?

He agreed, there was new stuff he’d have to learn, which would be a challenge and growth, but it was stuff that really didn’t hold much interest for him. We’d have to pay him a higher salary to attract and retain him, and he’d have to invest extra effort to find creative ways to stay interested and would likely struggle with disengagement.?

It was a bad fit, and we played salary as a factor in helping us understand fit vs non-fit.?

Salary conversation is not taboo. It’s critical.? Approach pragmatically, not emotionally.

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Unchecked Ego: In another conversation, [1st conversation also] I upset someone who was unable to detach her salary from her ego.

She explained that she wanted $X and I told her that was the absolute top end of the salary range, and that her experience and strengths didn’t command this salary just yet.

She said, I will not consider the role for less than $X. She thought she should play hardball negotiating because of some silly non-sense article she read.?

I told her, “no problem, I understand.? We can close the loop, it’s clearly not a good fit.?

It was a very competitive salary, we were still talking generalities, so she really didn’t fully understand the role yet, and she was asking 20K above her current salary.?

Conclusion: Successful salary negotiation requires understanding how salary decisions are made, admitting the assessment process is often flawed, having a pulse on the market, realistic take on your skills, and realizing how well your seen as a “fit” for the role is a key driver of salary. And do your best to maintain a healthy level of 'detachment' from the outcome.

Finally, if you find yourself saying, 'I deserve X', or "this offer is an insult" or "do you know how much I'm worth", find a mirror, take a good look and say, "stop being stupid"! Then laugh at yourself.

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#visionaryleader #hiring #interviewing #softwareengineering #hireinreverse

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PS– Follow for more on developing the skill to hire accurately, and lead teams where career growth, meaning, impact, satisfaction and meritocracy dominate your team culture. ?