Negotiating salaries the soft way

From the Examiner:

When it comes time to negotiate salaries, there are several effective methods employed by job seekers. Those in sales and management should aggressively negotiate. After all, who would want a sales superstar that can't sell you on why you should pay them $5000 more per year?

For Nashville job seekers in less aggressive roles, there are a few suggestions to be had so that the candidate does not come across as pushy or greedy.

First, understand the lingo. A recent job seeker wrote in of applying online to a Nashville job. On one screen of the online application, there was a question: "what is the minimum salary for which you would work in this position?" On the very next screen, the computer had changed the wording to state "desired salary: $xx,xxx." Prima facie evidence of what recruiters have known for years - ask the minimum salary, and use verbal gymnastics to turn that into the desired salary.

Second, understand the rules. Since the reader now knows that "minimum salary expectations" is the same as "desired salary" to so many hiring managers, adapt accordingly. If your goal is to get a salary of $35,000, then up your minimum to more than that (to leave room for actual negotiation). But be wary - do not jump the goal up so high as to price yourself completely out of the market.

Another part of understanding the rules is to understand a "win-win." Using the previous example, If you are currently making $32K, and you want to make $35K in your next position, state that your minimum salary consideration is $37K. That way, if the employer counter-offers at $35K, you can accept the offer, and both you and the employer are happy with the end results.

Third, do not disclose your current salary if you are looking for an increase. Remember, the hiring influence will automatically revert to the lowest number that comes out of your mouth. If asked a range, place your minimum expected salary at the bottom of the range, and expect the hiring manager to focus on that number.

If asked to directly disclose your exact current salary, simply state that you are not comfortable disclosing that number at the time, but your expected salary is $xx,xxx. Be sure to add that you will gladly fill out your current salary for verification, if needed, when the time comes.

By understanding the lingo, understanding the rules, and staying focused on the goal, a job seeker can win a salary negotiation in a very comfortable fashion.