There was a 2.1% increase in salaries in the past 12 months in the U.S.  That being said, if you are willing to tell a Hiring Screener what the minimum salary you are willing to accept would be, or what you made at your last job– then that will be your starting salary!   So what should you do or say instead?

Remain enthusiastic; be positive but BUY MORE TIME. This is even more important if this is the beginning of the interviewing process and the hiring entity is not yet SOLD on you.   But even once you are one of their top choices, this will in no way slow down the hiring process, nor will an offer be rescinded if you verbalize this request.

Say…   “There are a lot of factors that will influence my decision in addition to the salary-  the other benefits, my advancement opportunity,  my responsibilities, my team, etc…  But I am excited to move forward with what I know about the position so far because “  …then make sure they are reminded of the benefits that your background would bring to the position.

Before making the final decision and negotiation, you must obtain information on:  Job Responsibilities, Salary Base, Bonus Structure, 401K Match, Vacation Time, and Review Policies.  These and any expenses incurred in making the change must be calculated into the total compensation package value.

Websites like PayScale, Salary.com, Career One Stop, Indeed, and GlassDoor can help with research and a fair assessment of what the position should pay.  Also, you must consider the demographics of the part of the country in which you are seeking work.  Study competitive offerings. Then set the HIGH POINT as your LOWEST salary acceptable.

At the time of offer, KNOW what you are willing to accept bottom line, and at what point you are willing to walk away. Either way, do this with grace and with absolutely no emotion.  Be professional and reflect those qualities that you presented as benefitsto them during the interviewing process.  Close the deal and BE their top choice whether you actually accept the offer or not.  Remember the goal of the entire process is to get an offer.  Once the final offer is made (usually on a document), there IS no more negotiation. Playing “Let’s Make A Deal” at this time will only hurt your future credibility.

If you need more information on the Interviewing Process itself refer to:  Interviewing Techniques and Strategy April 20, 2016, on LinkedInhttps://www.linkedin.com/pulse/interviewing-techniques-strategy-lori-morefield-berg?trk=mp-reader-card

DO research the job market, ask for more information, ask for more time, reiterate the benefits of your background, be positive, be enthusiastic, be professional, and know what you are willing to take

DO NOT state your last pay rate, say what you are willing to take at the screening interview,  be emotional, fail to research the competitive landscape, talk about what else they will do for you, be belligerent or emotional,  fail to continue to GET the offer,  or continue to negotiate AFTER the offer

Finally, if you need help with any of this process, including evaluating the intangiblesthat need to be considered, enlist the help of a career transition professional whose fee is not dependent on your offer.  Best of Luck to You!

Lori Morefield-Berg has over 25 years of successful sales leadership in startup and vertical market expansions.  She was a business recruiter in addition to providing consultation and training to recruiters and career counselors.  She has supported businesses by providing technical solutions, strengthening strategic alliances and assisting with business planning and development. She is a mentor, moderator, presenter, ambassador and speaker for vaious civic and networking organizations in the Seattle area.