So you got the position you always wanted. The work atmosphere is fun and it develops wide open opportunity. Now is the time to discuss the salary. Even though the salary negotiation is usually at the last stage, it doesn’t mean this stage is not too important. However, you want an increase in salary, is not it? But why so, when the interviewer asked, “How much your salary in the first place?” suddenly your mouth locked. There is a concern if you told your salary was small, you will not get a meaningful increase. On the other hand, when you mark-up the salary, how much value you deserve to mention?

What should be done:

Avoid telling them how much salary you get from your recent job.
According to Ramit Sethi, creator IWillTeachYouToBeRich blog, your salary is not their business. Focus on the new job, because if you reveal your salary in the past company, there are two things that can happen. First, they will know your “card”. Second, you acknowledge that you are not experienced in the interview and negotiation”.

Focus on your ability.
If the interviewer urges you to mention the salary, Sethi suggested talking about the ability you have at that position. If you can focus on the additional revenue for the company that you can contribute, it will be difficult for the interviewer to focus on how much salary that you bargained before. If your position does not have a clear relationship to the income value for the company, Sethi suggested emphasizing on how your job allows the manager to perform the work more effective. In the end, the important thing is how you can help the company to achieve their goals.

Discuss the salary range.
If the interviewer asks you about the salary, steer the negotiation to the idea of why you have to be paid with a certain range, according to Carol Frohlinger, executive director of Negotiating Women, and author book Her Place at the Table.

You can reveal your actual salary if you feel that your current salary in the range of reasonable, and you only expect to increase the worth-say-about 10 percent according to Susan Cain, president of The Negotiation Company. “If not, delay reveals your salary at least until the interviewer likes you, and do not want to lose you,” said Cain. At this stage, you can say that at this time you’re not comfortable of telling how much your salary is. However, if you feel the need to open, according to Cain, simply explain in a way that is not defensive, why you think your salary is low, and why you should be paid higher. You can say like this, “I have followed different kind of seminars and training and I have the experience, and now I am looking for a position that can show my skills.”

Know how much you value.
When you start to discuss the matter of salary, make sure that you already find out how much the previous salary range offered for this position. “Not just how much the salary for the work, but also how much the salary for the area where you live, for the company with the same scope and the same industry,” says Frohlinger. “Think about whether there are facilities from the company that you get in addition to salary.

Perform investigation on the company.
To create a description of the job value, a description of your entire network, especially those who are leaving the company with the position you want at this time. Find out on the websites that provide job details about salary. If you work as a freelancer, for example, ask your colleagues who have experience at the same field, how much they get paid. “Ask at least five people,” Sethi said, “because not all people eligible to be paid with their jobs.”

If you already know that the company you are applying to is healthy financially, or known as the preferred salary and compensation are high enough, you may request a salary increase of up to 30 percent. The most important is you have to know how much is the salary ranges in the company, so you do not ask for too little or too much.

What if you have already revealed too much about the salary?
The best way to get your power back, according to Sethi, is to start gathering evidence of success in dealing with your work, and plan the opportunity to meet with the manager (the one who you will be working for) and discuss about your ability. Let the manager know what you wish to discuss, including the compensation that you get. Before the meeting occurs, the manager should know that you want a salary increase because you are eligible to get one.
by Ricardo

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