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by Gary Ames

The first one to discuss money, loses.  The loser in salary negotiation is the employer or candidate who first reveals salary.  Avoid and resist saying a number as long as possible:  Don’t spill it in the ad (despite demands).  Defer on the phone (even when a direct question).  Write something else on applications (Let’s discuss/negotiable).  Steel your courage when asked point blank in an interview.  Deny a numerical answer more than once in person!  Replace a direct numerical answer with your version of the quotes below.  “This piece of paper (you’re holding) was worth $30,000 to me.”  R.A.

Prepare now the words you will use when uttering these stratagems.  Consider these to be choices of fall back positions in decreasing order of preference.  Be fluent with “answering a question with a question” as well as one above and one below that point.  Use several of them in order and be sure the other party will not say a number before finally telling your salary when you are sure that resistance will place excessive strain in relations.  This method has been remarkably successful in winning thousands (and 10s of thousands) of unexpected dollars over current compensation.  How would you like to go from a peaked and unemployed $80k to $125k, with car, super bonus, etc.  Bite your lip.

Defer.  Blow past (and keep going). 

                  "I'm not making enough, that's why I'm here."

                  "I’m making enough to keep the boat in the slip and my wife in the tennis club, but I'm here to see how I can continue your success and mine."

                  "That's hard to say, I'm not sure what your requirements and expectations are..."

                  “What do you mean?  What’s the least I’ll accept?  Let’s talk about what I can do for you.”

Don't worry.  We can work it out.  

                  "If I'm the right person, and this is the right job, then the money will take care of itself. 

                  "I don't have a magic number.  Let's first see if we have a match.  Tell me more about what are you looking for in an ideal candidate?"

                  “I want what is fair.  If you over-pay me by too much, soon you will know it and I will know it, and my days will be numbered.  If you pay under me, then soon you and I will know it, and my days here will be numbered.  Let’s determine a fair number when we know more” 

My established criteria.

                  "When I decided to look for a new job I established 5 criteria for the job I was looking for: 1) challenge, 2) geography, 3) environment, 4) growth, and 5) compensation.  So let's talk about 1, 2, 3, or 4.”

                  I want to be paid my fair share of the benefits I will bring to this company.

Answer a question with a question.

                  "That is certainly important … yadda, yadda … but since you brought it up, what is the salary range for this position?"

                  "You want me to do X, Y, and Z.  I can do those things: what is that worth to you?"

                  "I want the market rate.”  Or “I want as much as the job pays.  How much is that?”

                  "My research says the range for this position is in the $X to Y range, is that correct?"

I'm seeking.

                  "I'm looking for a job in the range of $X____ to $Y_____."

                  "I'm looking for a job that pays $X______." 

I've made.

                  "Over the past few years my earnings have ranged between $X (base) and $Y (base + value of benefits and perks)"

                  “On a pro-rata basis I am making $Y because I expect a raise soon.” 

Final word:  Courage.  Take heart and know that you will be respected as a shrewd negotiator for resisting the dreaded dollar question.  You may be reconsidered if you don’t negotiate.  Courage.

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