[Above photo credit: Kurt Kulak ]
American (salary) Hustle
Bradley Cooper’s entrance into the wage gap discussion as an ally following Jennifer Lawrence’s article on her disparate pay in Hollywood has reignited a hot debate.
As it usually does, this whole dialogue around the wage gap engenders a lot of heated conversation and staunch opinions. Before we move forward, let me attest that it’s a complicated issue at best. As a recruiter, I accompany many candidates through the wage-negotiation journey, and regardless of which of my candidates are more apt to negotiate salary, many of them don’t do it well.
My utmost hope is that my candidates will be “Switzerland” during salary negotiations. I typically instruct them to say something along the lines of “I’m looking forward to learning more about this opportunity and I’m confident you’ll make a competitive offer” and let me do the negotiating. Alas, there are still those who will go to the first interview and demand a salary beyond what they’ve disclosed to me, expanded vacation days and benefits, and an office with a view. Facepalm.
Below are some do’s and don’t’s for navigating this delicate process:
DO your research. Glassdoor.com and Payscale.com provide a wealth of information on the salary ranges of professionals in your field and your region. Sometimes these numbers can be misleading, though, so check with professional organizations in your area as well. You have to have an accurate gauge on your market value or you may be throwing out arbitrary numbers that undermine your credibility.
DON’T negotiate anything until you have a job offer. Your goal in the entire interview process is to secure an offer. You have no leverage for anything if you don’t have an offer yet. You also risk being perceived as presumptuous and naïve by bringing these things up without being asked and without an offer.
DO keep your word. If you’ve indicated that you need $60K to leave your current role, don’t change your mind when they offer $60K. There will be little to no chance you can negotiate around a parameter that you’ve already set. Furthermore, the company will question your integrity.
DON’T cite personal finances as a reason to negotiate for more money. A company does not care about your finances; they care about their own. This is a breach of personal/professional boundaries.
DO remember that benefits come in all shapes and sizes – not just salary. Do you keep the hotel rewards and airline points from your extensive travel? Will you get amazing healthcare benefits? Does their 401K match far exceed your current company’s?
In Jennifer Lawrence’s defense, few Hollywood A-players are entering their salary data on Glassdoor.com for the world to see. That being said, now that she knows the market, I’m sure she’ll be negotiating differently henceforth.
