Job seekers rarely dare to ask for a salary higher than the one offered in the vacancy – someone is embarrassed to talk about money, someone subconsciously thanks the employer for the opportunity to work in “an already difficult time of crisis”, agreeing to the first offer.

Here’s how to talk about money in an interview and negotiate better working conditions.

Why is it always so difficult to ask for a higher salary?

One of the most common reasons is fear. We are afraid that new colleagues may ridicule our “greed” and “greed”, and the boss will refuse rudely.

Sometimes fear is added to low self-esteem, pathological modesty, and chronic impostor syndrome – the candidate seems that the salary is already good, and no one will pay more for his skills.

What if I don’t want to “sell myself”?

Happens that we despise the very idea of ​​“selling ourselves”: it may seem to someone that asking for a higher salary in employment is beneath their dignity.

Should you use another job offer to ask for a higher salary? - Six Degrees Recruitment Limited

It is important to understand that you are not selling yourself, but your professional skills – you are advertising expertise and competence, showing the company what it gets by hiring you.

How to negotiate the maximum possible salary?

Wait until the employer asks about money first

Companies do not like it if the first thing a job seeker starts talking about money or does it too early. Wait for the employer to ask about your salary expectations.

Usually, they talk about money after discussing the work schedule and vacations, job duties, and other working conditions. The employer can delay the discussion of pay until the last – be patient and shift the focus to your professional value.

Research how much the market is worth

Before the interview, find out how much a specialist of your level is getting. If you succeed, find out how much your predecessor received.

Read analytical articles from employment sites, study the vacancies of competing companies, view the resumes of applicants with similar competencies and experience.

Don’t give the exact amount before negotiating with your boss

Recruiters need to rate each candidate – this makes it easier for them to show your resume to their bosses. In the early stages of the interview, do not give HR the exact amount, so as not to indicate the ceiling of the salary offer.

Discuss the salary only after you fully understand your responsibilities and talk to the supervisor. Sometimes personnel officers ask you to name the minimum amount, taking into account which you will be made a salary offer. Move away from answering until you talk to your boss – tell him that you would like to return to the conversation only after the supervisor is finally convinced that you are suitable for the position.

Justify your wishes

To ask for a salary above the market, tell your boss how the business will change with your arrival. Give examples of how during your time in the profession you have learned to solve difficult situations and specify how your knowledge and experience will be useful for the company where you are applying.

An employer is more willing to agree to pay more if he understands how you will help increase revenue, find new customers, develop new products, or improve the efficiency of existing processes in the company.

Treat salary negotiations like a test

In many professions, negotiating is a necessary soft skill. Sellers, realtors, and managers can check its availability right at the interview during salary negotiations.

If the CEO's High Salary Isn't Justified to Employees, Firm Performance May Suffer - HBS Working Knowledge

Calmly and reasonably demonstrate that you know the market and the business you are invited to. Talk to your employer on an equal footing, not from a begging position.

What to take if not money?

Sometimes an employer cannot pay you more citing various reasons – for example, lack of funding or the need to invest in new showrooms or stores. Almost always, such a refusal is a matter of expediency for the business, and not the personal unwillingness of the employer to pay you several thousand rubles more.

Ask for compensation

Find out how often and by how much the employer indexes wages, how they pay time off and sick leave, and whether they give extra days for vacation. Ask about medical insurance, specify at whose expense you need to undergo training. Find out if the job is flexible if you can count on shortened Fridays or extra vacation days.

Don’t settle for intangible salary bonuses – fruit at the end of the week and free coffee do not go into work experience and do not increase the size of your shopping basket. These advantages of the company created to maintain the corporate culture in general, which means that such bonuses should not affect your personal income.