How to Negotiate Your Salary: Six Tips to Get What You want

Did you know that 80 percent of job recruiters are willing to negotiate on salary, but only 30 percent of applicants do so?

It’s true. People are afraid to negotiate, especially when they are in the early position of landing a job. They are afraid of seeming too aggressive or greedy or of angering their new management.

But if you’ve been offered the job or already have the job, you have to understand that they want you, they value you, and you are in the perfect position to negotiate your salary. Here’s how to do it.

1. Do your homework. Before you go into your negotiation, make sure you research your industry, your position, and your company. Is the firm established or a start up? Is it stable or on loose footing? Is it growing or shrinking?

Find out what other people are making in your profession and industry. Websites like Payscale.com and Glassceiling.com are great resources. Find the averages of salaries in your industry and for your level of experience.

2. Know your own value. How valuable are you? What do you bring to the table that is superior? How hard is it to fill your position? If there are 1,000 other people who can and will do your job and are waiting in the wings, you have less room to negotiate than if you are an outlier or a seasoned professional with a high-level set of skills.

Know your value, and use it.

3. Set your numbers. Once you’ve done the research into what the salary ranges are for your industry, your position, and maybe even within the company, prepare three sets of numbers:

First, know your absolute bottom line. This is the lowest salary you will accept. Second, set your medium salary, a number that would be nice and comfortable. Third, set your ideal salary, the biggest number you can think of that is within the range of your position and industry.

4. Be realistic. Don’t go crazy with your numbers and negotiating or you may appear unhinged. Stay within industry standards. Don’t ask for $75,000 if you are applying to work the perfume counter ay Macy’s. By the same token, if you are in a trending industry — which right now is high-tech, consulting, social media and marketing — know that those salaries and positions are increasingly in demand.

Negotiate, don't fight, argue, or get upset.

5. Don’t speak first. If you can avoid it, never be the first to raise the salary issue. You have the most power when you know they want you, so don’t raise the issue until they do.

The interviewer also knows that he or she shouldn’t go first, so chances are they will ask you what your salary requirements are. If that happens, bounce it right back to them by saying something like, “I have given this a lot of thought, and I will entertain any reasonable, competitive offer. What is the salary range you were thinking of?” Stay calm and polite, but be firm and try to get them to offer numbers first.

Also, if you are applying for a job and the application asks for your last salary, try to leave it blank, because whatever you put will be their starting point.

6. Finally, never take the first offer. It varies by industry, but I would say that across the board, you probably have about a 25 percent wiggle room. You might settle at around 10 or 15 percent, but always start high.

Good luck!

The Importance of Disconnecting

I was thrilled to be the inaugural guest on News Channel 8's new segment "Friday Focus on You" with NewsTalk host Bruce DePuyt. Here, we discuss the vital importance of taking a vacation and really disconnecting.

Click here to watch: http://bcove.me/lu88vjsi

What to Wear to Work in the Summer: Nine Tips for Dressing Well

When the heat and humidity strike (like right now), so does the temptation to dress down at the office. But whether it’s January or July, the rules are the same: You should always look professional, you should always look like you belong, and you should always be appropriately attired for your work environment.

Your attire says everything about you at all times. Does your look say, I’m going to a luau or I’m ready for business? Does it say, I belong at the beach or I belong in the corner office? No matter the weather you must always dress for success at work.

What does this look say?

Here’s how to dress appropriately in the heat of the summer:

1. Understand your corporate culture. What are the expectations for summer attire in your office? What does HR say? Look around at the senior staff members—how are they dressed? How does your boss or your boss’s boss dress? A suit and tie may be required year round. Ladies may have to wear stockings and sleeves. The point is to find out what is expected at your office and follow suit.

Sleeveless can still be polished and professional.

2. Lighten up. I mean this literally—go for lighter fabrics. Think linen, cotton, and silk, rather than tweeds and wools. Choose lighter colors, too. Check out sites like InStyle or Esquire for professional warm weather options.

3. Choose the right dress for success. For the ladies, sundresses are perfectly appropriate in the summertime as long as they are not flimsy, sexy, or see-through; they are cut conservatively; and they are paired with a light cardigan or jacket. Dresses should fall at or below the knee. As always, you should never show any cleavage.

There are lots of great choices!

4. No ugly toes. Open-toed shoes may or may not be appropriate at your work—again, see what senior staff wear or check with HR. If open toes are ok, be sure your feet are well groomed. Pedicures are a must, and you should always choose a conservative color. You will not be taken seriously if your toenail polish is neon orange.

No. Never.

5. Bra straps should remain hidden. If you are a professional woman your bra strap should never be exposed at the office. In fact, if you are having trouble finding a bra for a particular shirt or outfit for work, you are wearing the wrong thing.

Another no-no.

6. Find our what Casual Friday means. What does your boss wear? You don’t want to be a stick in the mud and wear a suit when everyone else is in khakis, but you should still observe a conservative, professional rule. If you are a man, you may be able to wear a short-sleeved shirt, but think polo rather than Hawaiian. And I say no shorts, ever.

This may be a little too casual...

7. Interview outfit rules remain the same. Even in warm weather the same rules apply for interview attire: Dress for the job you want, look like you already belong, and dress even more conservatively than you normally would. You want to make a good impression, and you want to do it by looking as polished and professional as possible, like you already belong.

No cleavage at the office. EVER.

8. Check your smell. We’re all a little sweatier and stickier in the summertime, so make an extra effort to check your hygiene. After that walk from the Metro, pop into the bathroom to freshen up. Maybe even keep a little dopp kit in your office with deodorant, powder, etc. Runny make-up and sweat stains are never a good look.

9. Finally, here is a list of things never to wear to the office in the summertime if you want to be taken seriously:

• Flip-flops
• Cropped tops
• Halter tops
• Camisoles or spaghetti straps (without a jacket or cardigan)
• Mini skirts
• Low-cut shirts or blouses
• See-through blouses
• Short-sleeved shirts with ties
• Hawaiian shirts
• Neon nail polish

Remember, Summer doesn’t mean professionalism should go out the window. Choose outfits that are seasonal but professional. Find out what your senior management team wears. You should always be appropriately attired for your work environment.

Good luck!

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