So we’ve covered what to do in your salary negotiation, so this week we thought we’d take a look at what not to do to help you secure that pay rise or negotiate that brand new benefits package for your new job.

1) Don’t be unprepared. When you’re heading off to your interview, be prepared for the fact they might ask you there and then about your current salary or the benefits package they’re offering with the new role. If it’s been sent to you as part of the recruitment paperwork, make sure you’ve researched it and have something prepared for the question if asked. If you fail to have something on hand to discuss, you may end up saying something that could harm your future negotiation or end up agreeing to something you weren’t ready to discuss. If you’re looking to negotiate with your current employer, you should know when the best time for this discussion to take place. When is your next evaluation or supervision? Do you need to mention to your boss beforehand that you will want to discuss this? Some companies use agenda’s for reviews and supervisions, so it’s important to let your boss know in advance that you want to discuss your salary.

2) Don’t lie. This is one of the most important things to remember throughout the whole job process – anything you lie about at recruitment stage can mean if you’re found out you won’t get the job, or worse, you get found out further down the line and get fired because you lied. Salary can be checked – your new employer might ask to see a recent payslip or ask your current employer to verify this on the reference request, so don’t lie. You risk the whole job offer for something that you can successfully discuss at a later stage.

3) Don’t rush. When you are given an offer, it’s best to take your time to consider this. Depending on the circumstances, you might not be able to ask for time to consider this, it might be happening as part of the interview or the meeting to agree the salary package. In these circumstances, it’s best to restate the offer, sit quietly and think for a few moments. If it helps, count to 10 silently. This shows you are considering what has been offered but might also prompt the employer to justify the offer, opening up further points for discussion.

4) Don’t be stubborn. Or maybe that should be stupid. Negotiation is a conversation – there’s no guarantee you’re going to get what you want and there’s always some middle ground. Listen to what the employer has to say – there may be good reasoning as to why they can’t offer more at this point, but they may have a structure that allows for renegotiation at the point you pass probation. Don’t forget that money isn’t everything either. Think about the role, the company and what else might be on offer. Being stubborn and sticking to the numbers could mean you end up walking away from an enjoyable and challenging role that had more potential. This is especially important when talking to your current employer. When you’ve been there a while you can see how things are going – are sales improving, or is the company struggling? Asking for a pay rise when the company is in financial trouble isn’t going to win you any brownie points. With your current employer, showing your stubborn side could also lead to other issues outside the salary negotiation. Where promotions or new projects are starting, you don’t want to come across as not being a team player, so being reasonable could pay off in the long term more than you thought.

5) Don’t get personal. Your potential or current employer doesn’t need to know how far behind on the mortgage you are or how large your credit card bill is. Stating personal financial reasons for needing a pay rise or higher starting salary isn’t going to get you anywhere. We highlighted in the last article about keeping emotion out of the discussion and it’s important to highlight this again. Don’t go into the negotiation with your sob stories. Your potential employer won’t look favourably on you for it and might end up thinking you’re more trouble than you’re worth. Your current employer might have an idea about personal issues, but these aren’t valid negotiating tools. Trying to get sympathy for your situation won’t bring the outcome you want. Stick to the facts of why you deserve the increase from what they are offering. What more have you been doing than others on your pay scale, how have you brought more business in? Have your specific and detailed reasons why you’re worth what you’re asking for.

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