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We all want to get paid what we’re worth, but let’s face it: actually getting that salary can be tricky! Many of us are unsure of how to approach the dreaded salary negotiation process and, especially when we are used to getting paid less than what we are worth, having the confidence to stand up for what we want in our negotiations can seem impossible. But it doesn’t have to be! We can advocate for what we are worth without all the stress and Job Search Consultant, Stephanie Heath, sat down with me to share her tips on how to approach the salary negotiation process strategically and with less stress!
Stephanie is the perfect person to go to with salary negotiation questions, having built a career in recruitment for some of the biggest companies in the world. After working for years building teams at Amazon, Sony, and more, Stephanie transitioned into starting her business, Soul Work and Six Figures, to help soft-spoken men and women land soul-aligned, six-figure, corporate careers.
“It was the best decision I could make. [I’m] super happy to just work with people one on one.”
Using her insider knowledge, she has helped countless people interview with confidence and land multiple offers. Here are her top three tips for making your next job search and salary negotiation a successful one.
Tip #1: Negotiations Start During The First Round
When we think about salary negotiations, many of us tend to not worry about them until the end of the interview process or even after an offer has been made. However, Stephanie highlights the importance of remembering that salary negotiations start from the very beginning of the interview process.
“What happens is that the recruiter will be making friends with you and hearing your story. Then, one of [their] biggest objectives is to kind of get what you’re looking for.”
In order to set yourself up for successful negotiations later on, Stephanie emphasizes that you must be well researched on the salary expectations for the job you are applying for. This research will help you understand what an appropriate number to ask for is. Whether or not you want to come forth with a direct salary expectation when asked early on, Stephanie notes, depends on your personality and comfort level.
“If you’re someone that is new to negotiating, it may benefit you to say, ‘Hey, I’ve seen some variance in the market, I would be happy to hear what the budget is for this role,’ and then let them state the first number.”
From there, you can discern if their budget is in line with what you would like to ask for and what you have seen in your research and continue the conversation. Regardless of your approach, the key is to be prepared for negotiations from the very beginning of the interview process.
Tip #2: Utilize The In One Ear And Out The Other Approach
If you have been in salary negotiations before, the following conversation may sound familiar. You mention your desired salary and the recruiter or hiring manager responds with a story about why they do not have the budget for that. The recruiter may provide a lot of reasons for why they can’t do that number now - reasons that may make you question your ask.
“For a lot of us, me included, we really take in that guilt and those feelings. And we’re just like, ‘OK, I understand.’ But I really want you guys to commit that you are going to be the CEO of your own life... because you do have to think about what [you] want.”
The reality is that in negotiations, you have to look out for your needs. If you have done your research and have set a specific target salary, Stephanie encourages you to try and detach from those initial feelings of guilt.
“Let the person speaking to you wash over you and just come back out. Then, that’s when you’re going to employ a bit of strategy.”
Once you have let the recruiter’s words wash over you, Stephanie suggests following up by first acknowledging their transparency and honesty with you and then asking a clarifying question about their decision. From there, you can circle the conversation back to restating what you are looking for in the negotiation and continue the conversation from there.
Tip #3: Manage The Final Conversations
Finally, after the main negotiations and conversations have happened and you have advocated for your worth, Stephanie suggests that the best way to handle wrapping up conversations you have with recruiters is by staying vague and setting boundaries with yourself on providing any information you are not comfortable sharing. Stephanie notes that it is important to remember that, in these negotiations, the recruiter’s job is to build a case for you to the company and get as much information as they can.
“If you don’t have five or six [other] interviews happening, it may not benefit you to share that. It may benefit you to say something like, ‘I have a few different opportunities happening.’”
The job interview and search process are stressful to manage. However, you deserve to advocate for your needs so you can land a job and salary that truly reflects your worth and skills. By staying neutral, setting boundaries, and employing a clear strategy, you increase your chances of finding the job that fits into the life you truly desire.
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