Your power in getting a good starting salary depends on your options. Having options enhances the perception the employer has of your professional market value. (See POWER FROM OPTIONS Card)
Before you start negotiating your starting salary:
- Be sure that you have developed your options, your value goes up dramatically when they think you have options. Maintain an active business and make it a habit to attend networking meetings and to keep regular communication with key contacts and associations.
- You’ll be a more powerful negotiator if you have other job offers lined up. For ultimate power, make your options better than what you’re negotiating for.
- Note that nearly everyone who has had trouble getting the starting salary they expect has fallen into this trap: they want more money but they’re not willing to decline accepting the job offer. You need to be ready to walk away if an agreement can’t be reached.
- Don’t try to coerce the employer into giving you a raise by threatening to decline the job offer.
If you can’t reach an agreement on your expected starting salary:
- Share your career path plan with the employer. Talk it over and see if it’s realistic. Ask what you would have to accomplish in each position to be worthy of the next step.
- Your potential employer will appreciate you for this. He’s got a highly motivated and ambitious employee who wants to do a great job at each stage. You’ve got a workable plan for increased income and you won’t have to grovel for cost of living increases.