How to Win the Job by Communicating with Confidence

Negotiating Your Salary

The five most common objections to negotiating that I’ve
heard are the following:

1. I’m afraid if I ask for more, I’ll jeopardize the job offer. If the
   company really wants you for the job, you’ll get the job
   regardless of whether you do or do not try to negotiate,
   so you might as well try.


2. Negotiating is only for aggressive “wheeler-dealer” types.
   Actually, negotiating involves very subtle communica-
   tion.You don’t have to yell or scream or flex your mus-
   cles. Thousands of shy and soft-spoken people negoti-
   ate for higher pay every day. In fact, it may actually
   help to lower the volume of your voice during a salary
   negotiation.


3. I believe that when a company says it has reached its limit, the
   company really means it has no more to offer. Do you believe
   it when a car dealer tells you he or she “just can’t possi-
   bly go any lower” on a $28,000 car, even if he or she says
   it two or three times? What about when an interviewer
   says he or she “just can’t go any higher” on your salary?
   Unless you’re applying for a job within the govern-
   ment or academia, your employer most likely has 15 to 20
   percent more for you in the budgetthan he or she will origi-
   nally offer. The trick is that you have to ask for it and
   prove (with your Q statements) that you merit the addi-
   tional funds.


4. It embarrasses me that I might be seen as “greedy” if I ask for
   more money or try to bargain for better benefits. Some of us
   (most, I think) desire financial security and a measure of
   wealth so that we can live the life we choose. Wanting to
   improve your lifestyle and the lives of your family,
   friends, and even those less fortunate is not greed. A
   desire for your parents to have security in their old age
   and your kids to get a good education is certainly not
   greed. It really is okay to make money, and a lot of it.
   It’s even okay to drive a fancy red sports car!


5. I don’t believe that my skills merit more pay than average. Go
   back to Chapters 2 and 3. Review your skills and accom-
   plishments. Take a look at your list of Q statements or