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| Don't make this 5 Grave Mistakes, when negotiating your salary in a job interview! |
Okay, today, we're going to talk about Salary Negotiation!
But before that...
Last week on Friday, I bumped into a friend of mine. After a little chit-chat about how she was doing; the conversations steered to her job--and what she was doing career-wise.
Then, my friend said something that I thought was interesting.
She said: “…I really feel underutilized in my current job. I am not being pushed to my full potential. There’s nothing challenging in what I do!”
And by the way, she is working with the government. She is not in the entry-level position. She is way past that; and the job is stable.
But she knows a great job is not about waking up; every morning, heading to your office cubicle, spend the whole day doing what you were doing yesterday.
...And then, going back home in the evening, so you can wake up the following day and repeat the same things—for years and years!
She knows a really satisfying job is one in which:
• You are learning new skills.
• You are exposed to tasks that challenge you.
• You are exposed to other high-level opportunities.
Yes, the paycheck matters, but a dream job is more than the paycheck! It’s about career growth!
What surprised and impressed me is; at her age and position; she’s still ambitious; and seeking for growth.
Most young people get complacent; and settle when they get to her position—or even entry-level position. They are not even ambitious.
For instance:
- How many college graduates--and even people with jobs--do you see, almost every day, who, when applying for a new job, just copy another CV format, and use their former application letter to apply for a new job--only changing headings and address?
- How many people do you see, who want better jobs; but never taken time to invest in learning how interview 90% than their peers and win job interviews?
- Job-hunters who have no clue why their CVs are not getting them interview-calls. Or why they fail job-interviews; yet not investing to learn all that.
I want you to pause, and think about this: 5 – 15 years from now; will you be in the same position? Doing the same things? Or will you have moved up?
Will have made the job-switch because you can craft a KILLER RESUME that earns you an interview-call? And interview better than your peers to land the great job?
3 years from now; will you still be submitting CVs after CVs to random companies; and wonder why they are not responding?
Or are you willing to invest in yourself; and learn how to craft a knock-out punch CV? Yes, a CV that gets the hiring manager to give you that long awaited interview-call?
Are you confident that when that company calls you for an interview—which presents an opportunity for a better job than you might be having currently—you are going to WIN the interview?
Think about all that. These are the pivotal decision you make to take control of your career growth; rather than sit and wait for things to just happen. The decisions you make today, will affect your tomorrow—whether positively or negatively.
And for those who want to invest in learning about interviewing 90% better than their peers—and dominate in job interviews—I can help you. If you want to master how to crafting an RESUME/CV that gets the interview-call; I can show you how.
By the way; I never put those courses here in this site. Instead, I prefer to use this site to help you with high-value free materials. Yes, better than what your read in newspapers; or hear/see from the media!
I keep those courses out of public domain. And only those who are ambitious; interested; and willing to invest in their career growth get to see; and go through the courses.
They learn how to do all these things and dominate in the competitive job market.
So, if you are ambitious and interested; first subscribe by entering your email in the subscription form to join my inner-circle; then drop me a direct email with the subject: “I AM INTERESTED AMBITIOUS CAREERIST”
I shall give you the email toward the end of this material. That said, let get into today's topic: SALARY NEGOTIATION.
We all want to be paid what we're worth. But the the problem is, how do you ask the hiring manager for that salary, in a job interview?
So, today, I want to show you what to "NOT DO", when negotiating your salary, in a job interview. Specifically, I'll show 5 Grave Mistakes to Avoid during Salary Negotiation.
Then, I'll give you a real-life story, of a candidate who committed this mistakes, and what happened. In fact, we'll start with the story.
And then, I shall write another material following this, on how to go about negotiating your salary.
For now, here's the " Sobbing Story" of a Salary Negotiation gone wrong...
The Sobbing Story Of "Salary Negotiation Gone Wrong"!
Okay, last Thursday, I promised we will be digging deeper into what the lady in "this material" (click that link to see the material if you missed) did wrong.
Yes; and why she was dismissed by a hiring manager in the last minutes. If you missed; here’s her sobbing-story:
. ***
“[Insert Her Name]…had just secured a job interview at a Nairobi based telecommunications company in March 2014.
The post IT Officer, would have been her second job after graduating with a diploma in Information Technology in 2009.
And although the firm was offering KSh 60,000 salary…she was asking for a minimum of KSh 80,000.
‘…I was convinced this was the salary I needed to accommodate my lifestyle in Nairobi’ she says.
During the negotiation; she was asked why she needed a salary higher by 20,000.
‘…I simply told the interviewer that it was what would be rightfully due to me. It was what I NEEDED.’ She confides.
Despite her former employer recommending her for the new post, she was NOT HIRED.
‘…I was NOT ASKED TO WAIT FOR FEEDBACK. Instead, the potential employer termed my SALARY DEMAND as GREEDY.’ …she says.”
. ***
So, let’s dissect this story; and uncover the mistakes this lady committed in the interview-room.
The 5 Grave Mistake to Avoid in Salary Negotiation
Alright, so, before we get into this, let's put one thing clear. We are not judging this candidate. NO!
Rather, we are taking clinical approach to learn what “she did not do right”, so we can avoid such mistakes!
Now that that's clear, let's dig in…
Mistake # 1. Projected Her “Needs” To Be The Hiring Manger/Interviewer’s Needs
I covered this colossal mistake in-depth--which most job-interviewees make—in this elite material: "The 3 Colossal Mistakes Interviewee Should Never Make!"
To get really meaty advice on this # 1 mistake; take a look at the above link. But here is the quintessential part of it:
“NEVER think your needs are the interviewer/hiring manager’s reason for hiring you”.
And never respond to any interview question based on that mental-framework (your own needs)—even when you are tempted to! It never turns out well.
Let’s look at some of the exact phrases this interviewee used. I call these: "Revealing Phrases you shouldn't use with the interviewer"
These phrases tell more about you; and your competency as a candidate. Look at this phrase from her response:
“... It was what I NEEDED."
Your employer doesn’t care about what you need! That very phrase makes her come across as someone who’s there ONLY for the money--even if she isn’t!
She is expressing her financial needs; which is NOT one of the things the hiring manager would consider before hiring her.
I have said this before; and I will say it again: The hiring manager doesn’t care about your financial needs. But that doesn’t mean you cannot negotiate for a higher salary.
In fact, you can, but there is a way you do it. And when you do it right; the hiring manager would be glad to give it to you.
So, assuming that your financial needs are the responsibility of the hiring manager; and that they qualify you for a higher pay; is completely off the wall! That is a foreign language to the HM; one that he doesn’t understand.
And using that to negotiate your salary; can ONLY mean and end one way: “You are greedy for money--even if you are not.” Plus, it says you are incompetent—even if you had shown some competency before.
When that happens; you get dismissed by the HM; just like what happened to this candidate.
Mistake # 2: Lack’s The Fundamentals Of The HM Psychology
There’s a good reason I show you how to get into your potential employer’s head. You need to understand:
• What they care about.
• What makes them want to hire you?
• What competency phrases to use during the interviewing or salary negotiation?
What you think means nothing; may convey a lot about you. Some phrases may not mean anything—from the surface-level—to the average person. But are “deeply-revealing” to the interviewer.
Look at this phrase our candidate uses:
“…I SIMPLY told the interviewer that…”
From that phrase; you can tell she thought what she said was “SIMPLE”; and didn’t hold much weight. But was it?
As it turns out; it wasn’t! It led to her dismissal; and embarrassment!
Had she known something about hiring managers and what they care about; she would have been careful of what she said after: “…I SIMPLY told the interviewer….”
And that could have steered the negotiation in a different direction. And pioneer a totally different outcome!
Guys, what you think is “SIMPLE”; as an interviewee, means MORE to the hiring manager.
This job-candidate thought she was making a simple statement; but she was making a “CLAIM she could not substantiate” (how could you substantiate how valuable your needs are to HM?)
(Hint: We cover a lot about “how to speak the hiring manager’s language” in both the TIR (The Irresistible Resume) course; and WYNI (Win Your Next Interview) course.
The point: Understanding the HM’s psychology enables you to “RE-FRAME” what you say; in a way that demonstrates that you are not only competent candidate; but also you are on the same page with him--without necessarily agreeing with him.
Mistake # 3: She Made The Salary Negotiation Adversarial
I don’t need to have been in the room; but I can smell—from the phrase she used--that she made the salary negotiation adversarial.
Btw, there are a few things as revealing as our language. And if you thought interviewers are only interested in the right answers to the questions they ask; you are WRONG.
They already know the answers to the questions they are asking!
They are into your professional; and social skills. They learn a lot about you; not just from the answers you give; but from the language and phrases you use to give those answers.
Here’s another revealing phrase she used:
“…that it was what would be RIGHTFULLY DUE ME!”
What? Are you kidding me? RIGHTFULLY DUE YOU??
That statement equates to DEMANDING; versus finding a COMMON GROUND of mutual benefit for both parties!
This candidate may not have meant to be demanding; but that phrase BETRAYED HER! It made the salary negotiation adversarial.
Go into the salary-negotiation room and start or come across as making demands; and you will be kicked out; embarrassed, plus you will be the loser!
Notice I am not blaming this candidate. Most job-candidates don’t know how to do it—because no one ever taught us what to say when this question arises. I show you how to handle it.
Once you take the defensive in the salary negotiation; and your interviewer becomes your adversary; that casts upon the conversation a negative energy. It creates conflict. And raps you the wrong way!
Mistake #4: Lack Of Social Skills Polishing
There is a way in which you ask for what is rightfully yours. And you get it! There is a way you ask for what is rightfully yours. And it’s denied you!
I know that sounds politically incorrect; but I am not a representative of human rights organization. I am here to help you!
One of the keys to winning in job-interviews is your social skills. Simply said:
POOR SOCIAL SKILLS = POOR INTERVIEWING= NO JOB.
I tackled a lot about that early this year.
To see what we covered in this--about the importance of your socials skills in interviewing--check out these materials: "Getting Into Your Employer's Head" (Prt III) and Getting Into Your Employer's Head" (Prt II) (Note: These are monster materials)
How you ask is equally important; if not more important than what you ask.
With improved social skills; this candidate could have re-framed her request in a way that would make the interviewer consider her request. And not dismiss her as making GREEDY SALARY DEMANDS.
Being apt at social skills; you can negotiate better; and at the same time; keep positive energy between you and the interviewer.
Mistake #5. She Didn’t Answer The Question The Interviewer Asked
Our candidate made the classic rookie mistake most interviewees make when asked questions in the interview room.
She answered the question in her head; instead of answering the question the interviewer asked. She did not understand the "QBQ of the question."
Look at this response:
‘…I SIMPLY told the interviewer that it was what would be RIGHTFULLY DUE TO ME. It was what I NEEDED.’”
That is answering the “surface-level” question!
That was answering the question through the lens of what was in her head. And why she needed the salary.
Competent interviewees respond to that question through the lens of what is in the interviewer’s head and why he/she should consider giving them the salary increase.
And by the way; the answers in your head are usually WRONG. Always!
Ugh! Do you notice all those subtle mistakes in a simple question?
Did you notice how using certain phrases can BETRAY YOU in the interview room?
Do you realize how a simple “Two-line” response—even one-line—can cost you great job opportunity?
But you don’t have to be worried about all that; because I can show you how to do it. Those are the actual content found in my interviewing course!
If you choose to invest in learning how to interview 90% than your peers; you can walk into the interview room confidently. And without having to worry about phrases or saying the wrong things. And I show you all that.
So, now that we’ve covered the five mistakes this candidate made; let me show you a simple; yet powerful systematic way to respond to that question.
Anchoring Your Salary On The Value You Bring On-board!
First before I show you this; here’s my Rule Of Thumb about interviewing: “Do a HIGH-LEVEL PREPARATION in advance.”
In our case here, that means knowing the salary-range for the designated IT officer title; by researching the company.
Then after that; here is the fundamental principle:
“NEVER negotiate your salary based on your financial needs; instead negotiate based on the VALUE you bring on board.”There are “three reasons” why you should anchor your salary request based on the VALUE you bring to the company:
- When you argue based on your financial needs; it doesn’t work; and it becomes adversarial
- You come across as incompetent interviewee
- The HM may agree to your request; ONLY to realize later on; that you are being underpaid. And that other co-workers in your level are being paid much more (that’s why you should research first)
What 3 Lessons Did You Learn Today?
Leave a comment; and tell me the three lessons you learnt today about interviewing; and salary negotiation.
Want to learn how to interviewer 90% better than your peers? Subscribe to my inner-circle; then drop me a direct email at: princemulwa@yahoo.com with the subject: “I AM INTERESTED AMBITIOUS CAREERIST”. And I’ll get back to you.
Feel free to send me your toughest interview questions and RESUME-WRITING challenges; after joining my inner-circle at the subscription form! And share this material to someone it can help.
See you in my Inner-circle of readers and/or I’ll talk to you next week on Thursday—right here.
Be ambitious careerist and have a great weekend!
Adieus
Prince
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