Sheer numbers will pay off. Strategize for a better salary negotiation. But even with persistence, author Mike Farr says garnering a higher salary can be tricky. Farr, whose career advice books have sold more than 2 million copies, warns job seekers to be patient and careful when negotiating a salary package or a raise. The one who names the number first loses.
Employers often use salary discussions to screen people out.
If you're asked point-blank about your salary requirements, Farr suggests, always speak in terms of ranges. Toni Kaufman, president and CEO of a 32-person Houston startup, agrees that a job candidate's early focus on salary gives employers the impression that they're disloyal or hard to satisfy. They don't want the business equivalent of a one-night stand. Kaufman uses an applicant's experience to determine his or her salary range. She says the people who can best sell their experience and qualifications will have more salary success than those who try to negotiate their worth.