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The only time to negotiate
is after you have been offered the job.
Early in the screening process, employers want to know how much money
you want so they can eliminate you from consideration. They figure
if you want too much, you won't be happy with the job and won't stay.
And if you will take too little, they might think you don't have enough
experience. So never discuss your salary expectations until you are
offered the job. If pressed, speak
in terms of a wide pay range.
If you are pushed to reveal your pay expectations early in an interview,
ask the interviewer what the company's normal pay range is for the
job. He or she will often tell you, and you can say that you would
consider an offer in this range. If you are forced to be more specific,
speak in terms of a wide range. For example, if you figure they
are likely to pay from $20,000 to $25,000, say that you would consider
any fair offer in the low- to mid-20s. This statement covers their
range and goes a bit higher. If all else fails, tell them that you
would consider any reasonable offer.
You need to know, in advance,
what the job is likely to pay so that you are prepared for this
line of questioning. A variety of books can provide this information,
or you can simply ask people who do similar work for the pay ranges
for this type of job.
Don't say "no" too quickly.
Never, never turn down a job offer during an interview! Even if
you are shocked at how little the job pays, thank the interviewer
and ask to consider the offer overnight. You can turn it down tomorrow,
telling the interviewer how much you appreciate the offer and asking
him or her to consider you for another job that pays better or whatever.
This is no time to be playing games: If you want the job, you should
say so. And it's okay to ask for additional pay or other concessions.
But if you simply can't accept the offer, say why and ask to be
kept in mind for future opportunities. You just never know.
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