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9 Proven Ways To Negotiate A Better Salary And Actually Get It

Danielle Dayries is beyond honored to have been asked to share her 18+ years of Career Coaching experience about salary negotiations by INSIDER.  This company also publishes the great magazine Business Insider and has over 10 million followers on Facebook, and each month their videos are viewed more than 1 billion times. Check them out on Instagram, Snapchat, and YouTube, too.  Read the 9 salary negotiation tips here.

 

You could probably be earning more money than you are right now — you just have to ask for it. But most people don’t.

A recent study by staffing firm Robert Half found that only 39 percent of workers negotiated their salary when they get their last job offer. The firm surveyed more than 2,700 workers in 27 US cities.

Danielle Dayries, founder of career consulting firm DMD & Associates, Inc., told INSIDER that she has an advisory panel of recruiters and human resources managers on her team, and what surprises them most is how many people don’t negotiate their salaries when they could have.

“I’ve never had a hiring manager tell me they were shocked at someone’s salary demands,” Dayries said. “You know what they are really thinking? ‘I hope we can pay this person enough’ or ‘I’m nervous this candidate has other offers in the wings’ or ‘I really hope this works out.’ So, when you are made an offer and you do counter back, remember that they are really interested, or they would not have made the offer.”

Terri Wein, co-founder of career coaching firm Weil & Wein and Jobtreks, told INSIDER that it’s almost always to your advantage to negotiate a company’s opening offer.

“Hiring managers and recruiters often expect recruits to ask for more — as long as they are being reasonable,” Wein said. “It is a negotiation game. The hiring manager wants to get the best possible candidate for the lowest salary cost. The recruit wants the job offer with the highest compensation possible.”

If you ask for more money in a reasonable and confident manner, the hiring manager will understand that this is part of the process, she added.

 

 

Here are nine tips for asking for the salary you deserve.

1. Practice your speech ahead of time. Cynthia Pong, a career coach and founder of Embrace Change, told INSIDER that the key to making an effective request for more money is to practice. “Practice this with a family member or trusted friend ahead of time,” she said. “Chances are, it will feel scary and unnatural. So, like I tell my clients, your best bet at success here is to practice ahead of time.”

2. Know how much you should ask for. Amanda Augustine, a career advice expert for TopResume, told INSIDER that it’s important to have a reasonable number in mind. “Use sites such as Paysa, Salary.com, PayScale, and Glassdoor to research the going rate for the role you’re currently performing, taking into account your company’s size, location, and industry,” she said. “This data will provide you with a pay range you can use to base your salary request.”

3. Start the conversation with confidence and enthusiasm. Once you know how much you should ask for, the key to starting the conversation is to be enthusiastic, confident and reasonable in your request, Wein said. “Reiterate your excitement about the job, ask for a higher range in a firm voice, and express confidence that the person with whom you are speaking can help you,” she said. “State your case and then stop talking.” Wein recommends saying something like: “I am so excited by this opportunity to join your team. Based on my previous experience, I would like a base salary ranging from $70 to 75K instead of $65K. We are very close. Can you regroup with your team and let’s talk later today?” After that, the ball is in their court.

4. Don’t talk too much. Pong agreed that once you’ve asked for more money, stop talking. “For many of us, even talking about money, much less asking for a higher salary, is difficult – to say the least,” she said. “So it will be extremely tempting to immediately backpedal and say something damaging, like, ‘…But I know you all have a tight budget,’ or ‘…But I really only need $_____ to survive.’ No. Stop yourself before you can even start any kind of qualification like that.” Practicing ahead of time will help you feel more comfortable with this silence after you ask.

5. Don’t apologize for asking for more money. Pong said you should avoid the pitfall of thinking you shouldn’t ask for more money. “This goes especially for women, people of color, and others from marginalized groups,” she said. “Power structures definitely loom large here.” Wein said that a common mistake people make is to be defensive or apologetic in their ask. Remember that you are self-advocating, she said. “If you don’t sound like you think you deserve a higher salary, the answer will be no,” Wein said. Instead of saying something like, “Do you think maybe it is possible to get a bit higher salary? I know I have only been making $65K but I would like to try to make more money,” Wein recommends trying, “I bring a lot of expertise to this position. Comparable positions pay $70 to $75K. [Make sure you have done your research and are prepared with specific comps.] Let’s figure out how we can make this happen and I am ready to accept.”

6. If you would still take their original offer, be strategic in how you ask. Be careful not to close the door on the company’s original offer if you’d be willing to settle for it. “As a recruit, if you think you would take the offer anyway, ask in a way that you can go back and accept even if they don’t raise the offer,” Wein said.

7. When you’re asking for a raise, highlight what you’ve already done for the company. If you’re asking for more money at your current position, you should clearly tell your supervisor what you have already done for the company and why you deserve to be paid more. “Asking for a raise is similar to salary negotiation during a job search,” Wein said. “The added information is to make your case for both the value you have brought to your current job and your vision/ideas on future projects.” Dayries told INSIDER that she recommends tracking your accomplishments on an ongoing basis. “I suggest my clients have a calendar reminder set up every quarter where they jot down their accomplishments – this is a great time to update LinkedIn too,” she said. “Then, document your value by researching compensation trends, salary surveys through professional associations or networking with professional colleagues and even recruiters.” That way, you have a list of evidence proving your value to the company and why you deserve more money. Dayries said you shouldn’t be discouraged if your supervisor doesn’t seem immediately convinced. “Keep in mind, pay raises often require a little back and forth — remain positive and confident,” she said.

8. Be professional. Don’t make the mistake of taking a combative approach when you ask for a salary increase or giving them a demand of “give me a raise or I quit,” Virginia Capezio, a senior human resources consultant at TriNet, told INSIDER. “This type of approach doesn’t support your worth to your employer and is not conducive to kicking off a thoughtful conversation,” she said. “If you have a job offer from another company that comes with a higher salary and are really prepared to leave your employer if they can’t give you a raise, you can let them know in a friendly, professional manner. People tend to not respond well to ultimatums.”

9. Be open to compromise. If your employer can’t or won’t match your exact salary demands but you’re happy overall with your job, you may want to consider a compromise, Capezio said. “Your employer may be able to give you a compensation increase that is lower than your ask or they may be able to promise you that they will revisit your request a few months down the road,” Capezio told INSIDER. “You also may be able to negotiate for other perks like the ability to work from home, flex scheduling, or certain other benefits.”

CAN CAREER COACHING SERVICES BENEFIT MY CAREER

One of the most recent developments in the job search industry is the evolution of the career coach as an essential component for any top-level job search. We hear about coaches in the media and read about them in resume books. Five years ago, coaching was a virtually unknown profession. Today, it is evolving at a phenomenal rate!

  • Are you taking advantage of this new trend?

  • Do you know what a career coach is?

  • Could you benefit from the expertise of one?

A career coach is a trained professional (usually someone in the counseling and/or professional job search industry) who will guide you through the complexities of skills assessment, job search planning, campaign development, career marketing and long-term career management. With DMD & Associates, Inc. you will receive all of the services mentioned above and will work with someone who deeply cares about helping people return back to work quickly.

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Career Assessment & Focus:

Yes

No

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Do you know “who” you are – professionally?

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Do you have a clear understanding of your most significant skills and qualifications?

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Are you clear about your career objectives?

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Do your skills and qualifications match your objectives?

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Do you know the type of position you are seeking?

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Do you know what types of activities you do NOT want to engage in?

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Do you know the industries in which you are interested and will be focusing your search on?

                        

DMD & Associates, Inc. will assist you in identifying and assessing your qualifications, job preferences, likes and dislikes, immediate objectives and long-term goals. Your coach will help you evaluate your worth in the employment market and your value, within specific industries.

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Career Change & Transition:

Yes

No

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Are you considering changing career paths, professions or industries?

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Can you find an equivalent position if you make such a change?

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Will you demand the same level of compensation?

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What skills do you have that are transferable between jobs and/or industries?

     

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Do you feel as though you are going to be “stuck” in your current profession for the rest of your career?

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Do you know today’s “hot” industries and professions?

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Do you have the “right” skills to transition into these high-growth industries?

To guide you in identifying and evaluating all of your possibilities, DMD & Associates, Inc. will provide you with critical market intelligence to strategize your job search action plan.

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Personal & Family Issues:

Yes

No

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Do you have personal or family issues that are directly impacting your job search?

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Is relocation out of the question?

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Is your spouse currently employed and not anxious to leave his/her position?

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Is your age impacting your campaign results?

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Are you tied to your current community because of out-of-work activities you’re involved in?

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Do you have a physical disability that might be negatively impacting your search, but has never impacted your work performance?

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Are you depressed because your job search has not progressed at the pace you anticipated?

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Do you need an advisor, a confidante or a job search partner?

DMD can be your sounding board, helping you determine how to evaluate and prioritize these issues in relation to your search, how to best overcome obstacles standing in your way and how to best position those issues to your advantage.

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Career Marketing & Job Search Management:

Yes

No

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Do you understand that the job search process is similar to the sales process?

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Do you understand that YOU are the product you are selling and that you must effectively merchandise and promote the product?

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Do you understand all of the different marketing channels available to you in managing your search – targeted direct mail campaigns, email broadcast campaigns, internet resume posting services, internet job posting services, specialty job lead reports and more?

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Do you know which marketing channels are the RIGHT marketing channels for your search?

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Do you know how to best optimize your networking contacts and results?

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Do you know which advertisements to respond to and which to ignore?

With the help of DMD & Associates, Inc. you will be able to evaluate each and every available job search strategy, its value to your search, the risk/reward ratio of each and how to best integrate each program into your campaign.

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Interview Skills & Salary Negotiations:

Yes

No

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Are you confident of your performance in an interview situation?

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Are you able to “sell” your accomplishments without sounding as though you are bragging?

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Are you articulate and well-presented?

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Are you comfortable in a “stressful” interviewing situation with more than one interviewer?

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Can you quickly and easily adapt to change in a new environment?

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Are you an accomplished negotiator, confident of your ability to negotiate the “best” compensation package possible?

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Do you fully understand the potential of various bonus structures and schedules?

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Do you understand the value of equity participation and other non-traditional compensation models?

Your career coach at DMD will help you develop and refine powerful interviewing skills, pushing you to perform at your best, communicate your value and earn a compensation package well beyond your original expectations.

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References:

Yes

No

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Will your references speak positively about your skills, qualifications, experience and track record?

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Will your references say anything that could be potentially damaging to you?

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Are your references the RIGHT references for you to use?

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Do you know how to improve the performance of your references when they’re talking about you?

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Can you make the reference-checking process easier for your references?

If you know that your references may have information that could be construed as negative, why not let DMD & Associates, Inc. teach you how to overcome these situations?

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If you can answer “YES” to most of the questions and are confident in your ability to manage your job search, then you are reasonably, well-prepared to move forward on your own. However, if you still feel the need for the expertise, insights, and support of a career coach, don’t hesitate to call DMD & Associates, Inc. at 866-296-8593 or email Danielle at danielle@dmdcareerconsulting.com for a MASSIVE difference in the speed and success of your job search.

Get the Salary You Deserve: 3 Tips to Optimize Your Negotiation Skills

Our CEO, Danielle Dayries, is a featured columnist for #primewomensmagazine where she provides exposés on empowering women in their career transition and development. The most recent article published by @primewomen gives tips on salary negotiations.

You, yes you, ALREADY are a master negotiator!

While you may not be negotiating your salary every day, you are encountering negotiation examples in everyday life—negotiating who is going to make dinner tonight, what the budget is for a new car or how much money to save for the future and so on.

From major life decisions to the mundane daily life issues, negotiating is the way we get things done.

In this article, we dive into how to tap into your already finely tuned negotiation skills to successfully maneuver salary negotiations. It really is all about listening, having an open mindset, learning the other parties’ concerns and then communicating well to persuade the other party.

Once you realize you are using the same skills to negotiate with a child to eat their vegetables or pitching a customer, you’ll never be nervous again when negotiating your worth in a salary discussion. 

 

 

3 Tips to Optimize Your Negotiation Skills:

Learning Mindset

A learning mindset creates an openness to understand the other party and the outcome desired. The ability to use good listening skills for discovery shapes the process. Identify the unspoken ‘pain points’ you are going to alleviate by providing your expertise to a company and speak to those skills. Also, if the result regarding an annual salary cannot be agreed upon, then what are other areas of consideration to work with? Can you request flex time, more vacation or an earlier evaluation tied to a salary increase? Always being open and flexible with a learning mindset may not get the exact outcome but makes for a meaningful exchange where both parties get some of what they want. Have you ever negotiated curfew with a teenager? If so, you’ve so got this!

Walk Away Point

Know your walk-away point and what happens when there is no deal. This shows your value brought to the table, which is useful information for the other party to consider. It is also your selling tool. For example, think of a car purchase. You probably communicated your research and knowledge of the invoice price and intention to decide that day. Because you did your research and knew your walk away point, you created a favorable negotiation environment. Use this same approach when in a salary negotiation; highlight how you researched the company, know the market value of your experience and express confidence in your skills and experience. Instead of walking off the lot with a new set of wheels, you’ll leave the table with a job you are excited to start!

Clear Intentions

Communicating clear intentions by stating and asking for the outcome desired goes something like this, “I am asking for X because…” and then provide the examples of accomplishments you possess that relate directly to their needs. This helps the other party understand your motivation and clearly outlines mutual benefits secured by meeting your request. Once they have this information to work with, it creates an openness with figuring out how both parties can get the best deal. A soft, calm, confident demeanor translates into a supportive and understanding problem solving “win-win” negotiation experience. Remember those times you told a family member, “I expect you to pull your weight with household chores because if we all pitch in, it makes things easier for everyone and we can use the money saved on a housekeeper to go on a fun vacation”? You were using your negotiation skills by stating clear intentions and mutually beneficial desired outcomes. Same skills—just a different situation!

May these necessary negotiation tools provide a successful outcome and a great salary. Keep on negotiating!

“Let us never negotiate out of fear but let us never fear to negotiate.” John F. Kennedy

 

DMD & Associates, Inc.

(866) 296-8593 tel
danielle@dmdcareerconsulting.com

Lafayette, Louisiana

200 W. Brentwood Boulevard
Lafayette, Louisiana 70506
(337) 254-0734 tel

New Orleans, Louisiana

923 Constance Street
New Orleans, Louisiana 70130
(504) 875-7890 tel

Locations.

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