This chapter talks about how to negotiate a salary during an interview. It is an interesting chapter because, as a freshly graduated student from college, I didn't think I was in a position to negotiate salary (maybe I am not), but it is always important to acknowledge the fact that it is very possible to negotiate a higher salary than the one the employer thought you would take. The book shares 6 secrets which I have chosen a few to explain and make a short summary.
Secret #1.- NEVER DISCUSS SALARY UNTIL THE END OF THE WHOLE INTERVIEWING PROCESS... That means that when they have decided you that they need you and they are going to make an offer, then it is the time to discuss figures. Before, it would just give them the wrong idea that you are just here for the money and don't really care about the organization's mission and goals.
Secret #3.- DURING A SALARY DISCUSSION, NEVER BE THE FIRST ONE TO MENTION A SALARY FIGURE: Similar to secret number one, always wait for the interviewer to initiate the recompensation talk.If they ask you first "what kind of salary are you looking for?" try to get away from the question by responding with something like "well, you created this position, so you must have some figure in mind, and I'd be interested in first hearing what that figure is". This strategy is for you to know from where to start going up.
Secret #4.- BEFORE YOU GO TO THE INTERVIEW, DO SOME CAREFUL RESEARCH ON TYPICAL SALARIES FOR YOUR FIELD... So, let's say you got a call to interview for the position of "XYZ", and after a few interviews the employer offers you a certain amount of salary for the job- let's say $30,000 a year. Now, you remembered that you searched online, e.g. "average salary for the position XYZ in (your city, or state)", and the results showed you that the average ranges between $35,000 to $45,000. Now that you know this, you are in a total position to negotiate your salary with the interviewer. Why is it worth it? Because by the end of the year you will be making $15,000 more than you would have if you hadn't done some research online.
Of course, all of this negotiating would be useless if by the end of the interview, once both parties had made a deal, you didn't suggested to sign a "letter of agreement". Why? because this document is a promise that all your effort and achievement in negotiating a salary won't be changed. You usually do this because the employer can forget, regret, or simply back off from what was agreed. And that is Secret #6.
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