Reinforce your value in the same language as the company is evaluating it in.
TweetShareShare Not long ago, one of our candidates at Edvo called me to say she’d accepted a job offer from a company she’d been hoping would hire her. The trouble was, she was so pumped by the offer that she accepted it on the spot—with no thought of negotiating. But the company was expecting her to counter, so they offered her a salary at the low end of their range. And because she didn’t negotiate, she now has to wait months for a raise to get the compensation she deserves.
Start with the basics—research. I once worked with a candidate who was expecting to get a base salary of $50,000 but wound up getting $80,000 instead. She was shocked. But she had the skills the company was looking for, and she was a perfect culture fit. Most people aren’t being grossly underpaid, but some candidates don’t even consider they may be able to get a higher salary than what they’re used to.
You may not end up making $30,000 more than you originally imagined, but through adequate research, you’ll get a better idea of what salary range to expect. This lack of communication is a problem, particularly for women, who are taught to talk about literally anything before they talk about salary. By the time you get an offer, you may already have a strong understanding of the metrics that you’ll be evaluated on. And if you’ve diligently researched this business and read everything you can about them, you should also have a good idea of their goals and mission. By addressing what’s important to them and communicating your value in the language of the company, you make it easy for interviewers to understand that you’re the right person for the job.
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