How do I secure a job offer?

Receiving a formal job offer is the moment you gain an upper hand in the hiring process. It’s worth remembering two things at this point: 1) You don’t have to accept the first offer. 2) Employers are more likely to respect someone who knows their value.

Establish the minimum amount you would consider to be an acceptable salary. Nobody has to know what this is, but taking stock of your needs is a crucial step in the negotiation process. Then identify your ideal salary. What would you consider the best possible offer to be?

Evaluate what your skills are worth in the current job climate. Research salary surveys. Look up industry-specific journals that publish relevant job postings and articles. Get friendly with a recruiter (they are experts in the job market) and consult with them.

You now have three salary figures to work with: the minimum, the realistic, and the ideal. Remove your minimum amount from the equation. What you’re left with is the range you will negotiate within. It’s much easier to barter up instead of down, so start from an advantageous point.

Job applications often ask you to state your required salary. Do not reveal your hand at this point. Simply state something like ‘negotiable’ or ‘competitive’. During the interview process, delay any talk of salary until you’re 100% clear on the role and its responsibilities.

Avoid disclosing your current and previous salaries. All that matters is your fit for the job in question. In the unlikely event that the interviewer cannot be fobbed off, state the amount, but clarify that one reason you’re looking for a new position is because you’re underpaid.

If asked what your salary requirements/expectations are, try deflecting with a response like: “Given my experience and ability to do the job successfully, I’m confident you’ll make a fair offer. What range did you have in mind?” If you give a number, you’ll be stuck with it.

If the formal offer sounds fair, try to negotiate for a little bit more regardless. This is often expected. An offer won’t be withdrawn just because you feel you’re worth more. There’s no harm in asking if there’s room to negotiate. At worst, the original offer will still stand.

If the job offer is disappointing, keep your tone professional. Emphasize the positives (your appetite for the role, the impact you’d make) and see if there’s room for negotiation. State your mid-point figure as a minimum, then ask: “Is this a stumbling block? What’s the best we can do here?”

Weigh up the pros and cons by considering non-salary benefits and room for growth. If the salary discussion hits a ceiling, focus on the future. Money isn’t everything, so get a sense of what the bigger picture looks like longterm before deciding if the overall package is right for you.