Often this question is part of a resume and is more often a question raised at the interview. It is a skill which should be dealt with carefully, diplomatically and calmly, unless one is in a position of authority which, in the case of a candidate may be his/her exceptional competence and super-specialization, in a negotiation pressing a partisan advantage to its self centered bitter end will prove self defeating and counter productive. Therefore in a situation where a candidate is bargaining it should be give and take and a win-win situation.
There are three important things to be kept in view at an interview where salary expected is raised:-
- Do not initiate the question of expected salary. It will come to you from the employer.
- It is your first formal interview where you will have to prove yourself worthy of a salary you are asking for. And proving yourself means:-
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- Exuding self confidence through both your speech and external visible aspect of your personality i.e. your, gait posture and carriage. The more you impress by your communication and skills the better are the chances of salary package getting negotiated closer to your demand.
- In the absence of any work experience which would indicate your abilities in action and could negotiate more in your favor, you have to be more accommodating and resilient.
- You may be concerned about your apprehension of offering your services for less than what you are worth. This concern need not disturb you much as you are making just a start. So while money is quite important, gaining experience is no less significant for you in the immediate as well as distant future. So if you are being interviewed by a good company, work experience in which is a road to better opportunities in future, do not be rigid about pay package.
Salary negotiation can substantially turn in your favor if the following are observed in letter and spirit:-
- That you have complete information about the company you are being interviewed by viz. the company’s working, manufacturing, marketing, expansion, even ownership etc. Nothing sounds more sweet than listening to the interviewer about the detail of the company. Stay well informed about the current events and happenings around you so that you must appear to be a person of wide and enlightened awareness.
- As in any other interaction between human beings, politeness with respectful listening and speaking pays. Keep smiling as a smile is infectious. And if the interviewer also catches the infection he cannot smile and be unkind at the same time. A candidate was once interviewed and in the course of his submission to the interview committee he liberally used deferential words like “Your elegance”, “Your grace” and so on. The chairman of the committee asked the candidate why he was addressing them with reverential language that too repeatedly. Summoning his wit the candidate answered back,” Your eminence, when I was leaving my home for interview my father told me that I was going to seek livelihood and God alone provides livelihood to every soul. Therefore the interview committee from whom you are seeking the favor of livelihood should be regarded as representatives of God”. The candidate got the job. Everybody has a hunger for respect and if you give it for no damages you are very likely to be compensated.
- Keep in mind that while you are being interviewed for the first time, and the interviewer has interacted with candidate’s number of times. Therefore he is more experienced to judge you for the real you and fake you. He has better perspective to understand what you are talking about and with what degree of honesty. So be honest, sincere and do not brag nor show off. Just be yourself and that will be honest you. Nobody likes a person who tries to be what he is not unless he is performing on the stage or on the screen and even in that the degree of honesty to be what he is not makes him/her impressive.
- Know it that in the pay package variables which are based on performance and stock options are offered. Understand them well and then negotiate. Besides there are different allowances and perks over and above the basic salary. Knowing all this well and in depth will prepare you better to deal with salary component of the job. The only thing to be taken note of with caution is that quite often a company tries to employ a person at the least cost.
In the course of interaction with you over salary package, the interviewer is also observing your negotiating skill, which companies require in their employees. Negotiations are necessitated within a team between team members, between teams, with clients, suppliers etc. So be discreet, tactful and present your case forcefully but with sound reasons and politeness. Do not be rude.