As a job candidate, salary negotiation can be a daunting task. You want to ensure that you get what you deserve, but you also don't want to scare off the employer. In this article, we will break down the negotiation tactics employed by hiring managers and provide tips on how to counter them and navigate a negotiation to get what you actually deserve.

Understanding the Salary Negotiation Process

The salary negotiation process typically begins after the technical rounds of an interview. If you have reached this stage, it's a good sign that the company is interested in hiring you. Keep in mind that the company has invested time, energy, and resources in the hiring process, and they want to work with you.

Tips for Salary Negotiation

  1. Do your research: Know the market standards for your role and industry. This will help you make a strong case for your salary expectations.
  2. State a salary range: Instead of stating a fixed number, provide a salary range. This gives the employer room to negotiate and allows you to anchor the conversation to a higher number.
  3. Don't over-justify: State your expectations and wait for the employer to respond. Avoid over-justifying or explaining your expectations in too much detail.
  4. Use silence to your advantage: Silence can be a powerful tool in negotiation. Use it to your advantage by pausing after stating your expectations.

Common Employer Tactics

Employers may use various tactics to negotiate a lower salary. Here are some common ones:

  1. Anchoring to a lower number: The employer may try to anchor the conversation to a lower number by mentioning your previous salary or industry standards.
  2. Highlighting drawbacks: The employer may highlight drawbacks in your CV, such as limited experience or a career gap.
  3. Using budget constraints: The employer may claim that they have a limited budget and cannot offer a higher salary.

Countering Employer Tactics

Here are some tips on how to counter employer tactics:

  1. Stay calm and confident: Maintain your composure and confidence, even when faced with aggressive negotiation tactics.
  2. Use data to your advantage: Use data and research to support your salary expectations.
  3. Highlight your strengths: Emphasize your strengths and the value you can bring to the company.
  4. Be flexible: Be open to negotiation and willing to consider alternative options.