GOLDEN RULE:
Never, ever, ever, be the one to raise salary in a discussion.  You do not want the employer to believe that the only reason you are there is for the money.  The interview is first and foremost for both parties to get to know each other better.  You both want to see if you want to take the process forward after this meeting.  Speaking around the salary should always be raised by the employer.  This will then open up the opportunity for discussion.  This should hopefully only be raised once the process is moving to offer phase. Please note that there is no exact rule for when this conversation will come up, so you need to be prepared different scenarios.

 

So here goes…..

 

Oh Dear, and then they ask you, “What is your salary expectation?”   This is one of the most uncomfortable times in an interview. How do you know what to say?  You do not want to "over market" yourself and lose out on being offered the position.  At same time you do not want to short change yourself by asking for too little.

Never answer this question by saying, “Well, what are you offering?”  It is highly unlikely that the interviewer will respond by giving you a Rand value.  They will throw the ball right back into your court.

 

How to deal with this question:

If you have responded to an advert, hopefully they will have indicated a salary range.  Ensure that you remember what the figure is.

 

• Answer Example:
  “When I applied for your position I noted that you were offering a salary of R 5000.  I am looking for an opportunity to prove myself in this position and to grow and learn.  With my qualifications, I am hoping for a salary within the advertised range and which is market related for the role.
  
  

  If you are being represented by a third party, ensure that you know what is being offered for the position and what salary expectation your application has been pitched at.

 

• Answer Example:
  

  “When the agency explained the position to me, they indicated that the salary being offered was R 5000.  Ultimately I am looking to make a career move and to prove myself in a company so that I can grow.  Given that Agency X is representing me I would like them to facilitate the salary process on my behalf.

  
  You may not have been earning a salary, but it remains important that you have an answer prepared..

 

• Answer Example:
  

  “I am looking for an opportunity which will allow me to grow and develop in the real working world.  I have the theoretical knowledge through my studies.  I am hoping for a market related salary for the duties I will be performing in the position.”

  
  

  If you are already earning a salary, this is an excellent base to start your discussion from.

• Answer Example:
  

  “I am currently earning a salary of R 5000 per month.  In making a move to another company it is important that this is a good career move for me!  I am hoping for professional growth. If I am the successful candidate, I would like to see my income improve from where I am currently.

 

Negotiation:

(Please remember that negotiation is not always necessary and that there are times where both parties will immediately be in agreement.)

 

Although it may not always be possible to avoid being the first person to put a Rand value on the table, it will hopefully be the employer that does so.

 

Hints:

• Remember that the employer will try to secure your service at the lowest salary possible.  You in turn would like to be paid as much as possible.  It all comes down to striking a balance wherever possible.
• If you are the first one to speak about a figure, rather start off higher and be able to negotiate downwards.  Let’s say you have an expectation of R 5000.  Ask the employer for R 6000.  If you land on R 5000 or R 5500 your expectation will have been met.

• If the employer offers you a higher income than your expected salary, then please do not try to negotiate up.  You will have received more than you expected.
• It is always a good idea, once an offer is on the table, to ensure that you get this in writing.  Thank the employer for the opportunity and indicate that you are excited at the prospect of working for them.  Tell them you would like to take the offer home with you so that you can go through it in detail.  It is critical that you understand the salary, the deductions that will be made monthly, benefits such as medical aid and pension (if offered,) leave days, start date and working hours. 
• The time for you to negotiate upwards is once you understand the offer 100%.  If they have offered you R 4500, you can politely ask whether this can be moved to R 5000 as a starting salary.  Remember, if you don’t ask, you don’t receive and it is worth a try. This also doesn’t mean that the answer will be ‘yes!’  The employer may say that R 4500 is the best they can do, in which case you need to make a final decision and either accept or walk away.

 

Have a REALISTIC expectation:

• We don’t just work for job satisfaction.  As much as it is important to enjoy what you do, you also work so that you can earn an income and can pay your way in the world.  We all want to earn those big salaries. You need to be realistic about the income you can expect to earn.  You cannot go from earning ZERO, to earning R 15 000 per month.  You also cannot go from R 5000 to R 15 000!!!  Be realistic in your expectation and realise that when starting in your career, you will need to begin at the lower end and build your way up.  The more skill you develop, the greater your work experience, the more growth there will be for you professionally as well as in earnings!

To keep in mind:

• A junior entry level salary for a full time position will probably range from R 5000 to R 8000.
• An increase from one job to the next will probably range between 8 -15% on your current income!.
• Speak to someone with your best interest at heart.  This should be someone with good work experience.  They will help you in understanding the offer and assist you in making your decision.
• You cannot be forced to accept an offer.  The final decision remains in your hands.

GOOD LUCK!!!!