Can You Negotiate Your Salary for a New Job?Posted: October 28, 2015
Maybe the question should really be, “How can you negotiate your salary for a New Job?”
Recently an article titled “Negotiating Employment Agreements or the Real Reason Jennifer Lawrence Got Paid Less Than Bradley Cooper,” published on LinkedIn’s Pulse, talked about negotiating your salary from a different slant than I’d seen before. It definitely caused me to think about some of the assumptions we tend to make that might not be as soundly based as they seem to be.
Employment Negotiation–No Excuses?
According to the Pulse article, actress Jennifer Lawrence wrote a piece stating that she received lower pay for her role because Hollywood was sexist and because she didn’t want to appear difficult or silly by negotiating a much higher salary. Her essay in turn stirred up a big brouhaha about the gap between what men and women are paid.
The main point the article makes, however, is that Lawrence’s experience was a “glaring violation of the cardinal rule of employment negotiations – IF YOU DO NOT ASK FOR IT, YOU WILL NOT GET IT.” Author Elisaveta (Leiza) Dolghih contends that this isn’t directly driven by gender but by personality (how an individual functions). She goes on to state that “if your personality is like Jennifer Lawrence’s…and does not allow you to ask, find a person who will ask and negotiate for you….”
When to Talk Money
One issue that often bothers my clients is when to discuss salary during their search for a new position. If you’ve ever been in that spot, you know what I’m talking about. For years I’ve been advocating the view expressed by many professionals, including author Jack Chapman, that “he who mentions money first loses.” Just this week, however, I read a column by Nick Corcodillos (Ask The Headhunter) in which he flatly contradicts that view and insists that job seekers need to take the initiative in order to avoid missteps such as going through multiple interviews before finding out the range for the position–which might be thousands of $$$ below their target.
I have to say that this whole situation has raised issues I need to think through carefully before I do more salary negotiation coaching with clients! Apparently there aren’t any simple, straightforward answers. Maybe the best we can do is look at each interview process, each salary negotiation aspect, on a case-by-case basis. However, I think there are at least a few key points to keep in mind:
- Do your homework even before you submit your resume to a potential employer. Within reason (don’t take weeks!), gather the best intelligence you can about the company’s situation, background, etc.
- Explore what people who do what you do are making, taking into account things like geographical differences, to get at least a general, ballpark range. Compare that information to your anticipated target salary.
- Decide how you plan to bring up the subject of compensation (if you do) or how you will respond if it comes up before you feel you have enough information about the opportunity.
- Be ready to negotiate based on solid value, but be prepared to politely walk away from an opportunity as soon as you can tell that it’s not going to be worth your time (or the company’s) to push ahead.
So, yes, you can negotiate your salary for a new job–at least sometimes. At other times, the answer might be, probably not–or–it’s not worth the effort you’d have to make.