Table of Contents

1. Tips for a Successful Negotiation
2. What NOT to do or Say in the Negotiation

Whether you’ve been working for a while or just starting out in the industry, you should be ready to negotiate your offer during the hiring process. Employers expect it and there is no reason to fear the process. NOT doing it, should be even scarier.

According to Human Resources Director, although 73% of employers in the US expect a salary negotiation on an initial job offer, more than 55% of candidates don’t try to negotiate.

Over time, that initial difference in your starting salary adds up to a lot of money. So, here are some tips you can follow to learn how to negotiate successfully and get prepared for your next opportunity.

Tips for a Successful Negotiation

1. Find out the going rate for your position in your geographic area. Do an online search on sites such as PayScale, or by asking people you know in the industry. Be sure to check typical pay for both men and women (there can be a gender pay gap, especially in hospitality).
2. Ask for the high end of the scale. The employer will likely negotiate down, so you need to have a cushion to end up with the income you want.
3. Have a one-page summary of your accomplishments and skills and what you can bring to the job.In addition to your resume, this document should list your awards or certificates and any brief testimonials that you’ve received to demonstrate your value. It’ll come in handy when you’re reasoning with the hiring manager about what you’re truly worth.
4. Be confident. How you present yourself when you walk into the room sets the tone of the interview. Remember your body language conveys a lot: don’t look down, don’t fiddle with your hair, and don’t slump in the chair. Start off with a very positive attitude and smile.
5. Ask questions so you understand where the company’s priorities and needs are. If you know what they’re looking for, you’ll be better able to address how you’ll be the perfect candidate.
6. Never talk about your current or previous salaries. As a good note, it is not legal for employers to ask what you are currently making or what you have previously made. If an employer does ask you this, you can say “I am not comfortable sharing this information.” Take this into consideration as well, when deciding to accept the offer from them.
7. Be succinct in your request. Once the offer is made, if you have some additional needs for more time off, a different shift schedule or benefit questions, be sure to ask about them all at once. Don’t keep coming back and asking “for one more thing.” You’ll also have better success if you prioritize which of those things are most important to you.
8. It pays to take your time when you receive an offer. There’s no need to jump at the first mention of salary. Ask if you can take a day or two to think it over. Give yourself some time, and if the offer is too low, do a little more digging for information to support asking for more.
9. Don’t be afraid to make a counteroffer. If the employer says “no,” that’s not the end of the conversation. It’s the beginning of further negotiations. If there is simply no way the budget can be adjusted, perhaps there’s something else that can be offered in terms of hours, flex time, vacation, or benefits.
10. Be ready to walk away. If you’re not “over the moon” about this job, you don’t need to accept the offer. Keep looking, and when you find the position you really want, pull out all the stops to get it.

What NOT to do or Say in the Negotiation

1. Whatever you do, don’t make it personal. Telling the interviewer that you “need more money” is not the way to go. Talking about how expensive everything is and revealing that you can’t afford your rent is too personal, and frankly, not their problem.
2. Don’t be rude/entitled. Don’t underestimate the value of being likable, which is not just about being polite. The interviewer is more likely to go to bat for someone they like and want to work with. Playing “hardball” and acting entitled or greedy never works.
3. Don’t play coy. While you may have another couple of interviews lined up, be sure to make it clear that if they want you, they can get you. Acting as though everyone wants to hire you may backfire. The interviewer may just decide it’s not worth the effort if you have so many irons in the fire.
4. Don’t ever lie in the interview. If you’re asked some uncomfortable questions (such as “Do you have any other offers?” or “Is this job your first choice?”), answer honestly without giving up too much information. Continue to express interest and make sure you’ve prepared for this situation ahead of time. Practice what you’ll say.

Ultimately, you and the interviewers are on the same side. They have a need to fill and you have the skills and desire to work there. A successful negotiation ends when both parties get some of what they want. Remember, you’ll be working with these people day-to-day and you want to start off on a positive note where everyone feels like they’ve won.