By: Sabrina C. Spitznagle, Principal & Founder at Loop Legal Search Chicago Legal Recruiters – Your Recruiting Connection
Congratulations – you got the job offer! Now what? Should you negotiate? There are times (particularly in the legal market) where the salary simply is what it is, and negotiating might not make sense (a good legal recruiter should be able to help you navigate this). But, there often is at least a little room to negotiate, and you will never get more if you don’t ask. If you do decide to negotiate, make sure you do it in the right way – a small increase is not worth starting your new job off on the wrong foot. So, use these five salary negotiation tips to help you tactfully and confidently ask for the compensation you want:
1. RESEARCH AND BE REALISTIC.
The more prepared and professional you are, the more likely you are to negotiate the best possible salary for you. Spend the time researching salaries in your geographic area and base your request on data, so that you are asking for an appropriate and fair amount. Make sure you are comparing apples to apples so you are realistic in your expectations and request – you can’t ask or expect to be paid at the top of the market at a smaller to mid-size law firm that does not pay that way. A good legal recruiter should be able to help educate you on current salaries in the legal market at the large firms, mid-size firms, small firms, and in-house positions.
2. TIME IT RIGHT.
Wait for the appropriate time to bring up salary. If possible, you should avoid broaching the subject directly to your potential employer before they do – let them bring it up first. Under no circumstance should you bring up compensation during an initial interview. If you are asked about your salary requirements early in the process, try not to be too specific. Say that you have some flexibility based upon the position and the overall compensation package and want to be paid fairly within their structure. You can get more specific later in the process and/or once they have given you their approximate range. At the same time, do not drag things out post-negotiation. Once you have made your salary request and your potential employer has responded with what they are willing to do (or not do), make your decision quickly.
3. BE CONFIDENT, EMPHASIZE YOUR SKILLS, AND PRACTICE.
Rather than simply focusing on what you want in terms of higher compensation, you should emphasize what you bring to the table. Provide specific examples of how your background and expertise will benefit your new employer and why you merit a higher salary. Even though you have the offer, treat the salary negotiation as a continuation of the interview process and use the discussion as an opportunity to demonstrate your negotiation skills. Just like you would do for an interview, practice what you are going to say before you negotiate.
4. BE CREATIVE.
Don’t forget the benefits and consider negotiating them. Even if the salary is not negotiable, the benefits could be. Your negotiations can include everything from salary to bonuses, stock options, health benefits, title, work from home arrangements, and more.
5. BE POSITIVE AND KEEP IT SIMPLE.
While discussing money can be uncomfortable for many people, salary negotiations don’t have to be (and really should not be) adversarial. Be positive; emphasize how excited you are; and don’t be overly demanding. All you really need to say is: “I am really excited about this position and the opportunity to join [x law firm or company]. I truly think I will be an asset to your team because [provide an example of your skills]. Based on [provide your research], I thought the compensation would be closer to [x amount] – is that within your range or something you could do?”