Salary Negotiation Skills

Test

Salary Negotiation Skills Test

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7. When the employer raises the issue of salary or compensation during the
interview, it's a good sign the company is interested in making me an offer.

True

False

8. If the employer makes an offer that is acceptable to me during the interview, I

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False

9. I should always request getting the full job offer -- the entire compensation
package -- in writing before making a final decision.

True

False

10. It's almost always possible to negotiate some aspect of a job offer -- if not
salary, then other compensation benefits or incentives.

True

False

11. Salary negotiation should be treated like buying a car -- it's all part of a game
employers and job-seeker play.

True

False

12. Even if the job I am offered is my dream job, if the salary offer is below my
minimum acceptable amount, I should decline the offer.

True

False

13. If the employer makes an unacceptable job offer, I should be prepared to

True

False

14. If the negotiations seem stalled over one or more compensation issues, I
should give the employer an ultimatum to finalize the negotiations.

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False

15. It is still possible for me to negotiate a better compensation package after

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False

16. To really get the compensation I want, I need to be a master negotiator.

True

False

17. I know when it's time to stop pushing and end negotiations.

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False

18. It's okay, if I have two or more job offers, to get all the prospective employers
in a bidding war for my services.

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False

19. If the salary offer is in my minimal range, and I'm told that salary is "off the
table," I should consider asking for a signing bonus to make up the
difference.

True

False

20. When an employer makes an exploding job offer -- one with a specific time
element such as this offer is only good for the next 10 days -- I should feel
free to ignore the time element as part of the negotiating process.

True

False

21. When reviewing multiple job offers, the offer with the highest starting salary
is always the best choice.

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False

3. A good starting point when thinking of a new job is to try to negotiate at least
a 20 percent increase over your current salary.
4. If I really want the job offer -- and I think the employer will make an offer -- I
should feel confident in raising the salary question first.
5. Going into any interview situation, I should have a strong idea of exactly the
range of salary and types of benefits I want, given the company, industry,
and type of job.
6. I should avoid giving direct answers to salary requirements or salary history
when asked for them early in the interviewing process.

Salary Negotiation Skills

Answers
1. TRUE. Knowledge and information are the absolute power bases in salary negotiation, which is why
employers are always attempting to determine your salary history and/or salary demands. Take the time to
research salary levels, not only by job title, but by industry, by geographic location, by level of demand for
job-seekers with your skills. Research the company's salary practices.
2. TRUE. This strategy should be your goal the entire time you are job-hunting -- to show you are uniquely
qualified for the position. Once you are the final candidate, the higher your potential stock and the greater
your potential impact (or at least perceived impact), the better job offer you will receive and/or negotiate.
3. FALSE. Because salary is such a driving force behind so many job-seekers, it's fairly easy to be blinded by the
desire for a specific increase in pay from what you are currently making -- and a much higher percentage than
the typical employer awards in annual raises. However, you need to look beyond your current salary and focus
on the demands of the new position -- basing your decision on sound salary research.
4. FALSE. Keep saying to yourself, the longer the salary discussion is put off, the better my negotiation power.
When it is down to just you and the employer, you have much more power to command a better
compensation package than earlier in the process where the employer still has other choices in your fellow
job candidates. However, you must be prepared for the salary discussion to arise at any time in the interview
process -- from the salary screening phone call (or request for salary requirements) to the final interview.
Also remember that some employers take offense when a job-seeker appears too presumptuous (or worse,
money-hungry) by asking about salary too early in the process.
5. TRUE. It may sound a bit like a broken record, but we cannot emphasize enough that the rewards you'll reap
from spending some extra time conducting compensation research early in the job-search process. Each job
and each company will have a different mix of salary ranges and benefits, depending on a number of factors
-- and you need to know those factors and know what to expect, what to negotiate, and what to accept.
6. TRUE. Employers ask about salary history and salary requirements because that's how they conduct their
research on you - on what you've made in the past and what you expect to make in this next position. Try to
delay any and all salary negotiations until the very end by avoiding these types of discussions. Be
forewarned, though, that ignoring such an employer request may lead to your not being considered for the
position, so tread carefully. Experts suggest masking your specific salary requirements by stating that you
expect competitive or fair compensation or that your salary request is flexible.
7. FALSE. Obviously, the later in the interview process that this issue is brought up, the more true this
statement becomes. Early in the interview process, however, interviewers simply raise the issue of salary to
test your reaction and try and gain valuable information about you.
8. FALSE. No matter how great the offer, it is always better -- as with any major life decision -- to set it aside
for some length of time and then review the offer objectively, away from the stare or glare of the interviewer.
And if you have a significant other, it also makes sense to discuss the full offer with him or her. It's also
important to remember that your greatest salary negotiation leverage is the time between the initial offer and
when you accept the offer. So, once back home -- and after some reflection - if you determine you do want
to see if the offer can be sweetened, you'll have much better chances if you have not accepted the offer.
9. TRUE. All reputable employers want you to have full information about a job compensation package before
you make your final decision. Why would an employer want to hide information, just to end up with a
disgruntled new employee, who brings down the morale of coworkers and others? Be extremely wary of
prospective employers who will not put the complete offer in writing. One trick some experts recommend for
job-seekers when the employer will not put the details in writing is for you to write a follow-up letter to the
employer outlining the compensation package as you understand it. Finally, you should also feel free to ask
questions about any parts of the job offer you don't understand; get clarification when you need it.
10. TRUE. Most studies show that a large majority of employers are flexible on at least some element of the
compensation package -- even if salary is off the table. On the other hand, these same studies show that
only a small percentage of job-seekers actually try and negotiate a better job offer. Of course, there is some
inherent risk of trying to negotiate with an employer who does not negotiate, but even in those situations, the
offer is rarely rescinded.
11. FALSE. One of the worst mistakes a job-seeker can make is to think for a moment that salary negotiation is
some kind of game, such as the haggling done when buying a car. Salary negotiation is a serious business
that can have a major impact on your future earnings, but it has to be taken seriously and entered with the
correct attitude and frame-of-mind. Approach salary negotiation with a win-win philosophy; that is, the best
negotiated offer is one where both the employer and job-seeker are happy with the results.
12. FALSE. There are a couple of issues going on here. First, if the job really is your current dream job, then
there may be some greater intangibles working here than just the salary. Second, if this position is a

Salary Negotiation Skills

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stepping-stone (perhaps in a career-change situation), then a lower salary might be acceptable in the shortterm for the greater payoff expected in the next position. Finally, from a salary negotiation standpoint, you
may be able to negotiate a higher starting salary - and if not a higher salary, perhaps some other forms of
compensation, such as a signing bonus or higher performance bonuses.
FALSE. Whether the offer is acceptable or not, emotions are typically more on edge during interviews, and
your strategy should be to thank the employer for extending the job offer to you, and then asking for time to
consider all aspects of the offer. It's never a good idea to negotiate at the time of the initial offer. You'll want
the time to objectively look at the offer and decide whether it is even worth attempting to negotiate with the
employer.
FALSE. The proper tone for negotiations is always conversational, not confrontational. You should never
make any kind of demands when negotiating; instead, make requests. And if the negotiations seem stalled,
it may be a sign that the employer is done negotiating -- see question 17 for more information.
FALSE. Once you've accepted the offer, your negotiating power diminishes rapidly. You can certainly
attempt to negotiate, but you'll not only risk negotiating from a weak position, but you may also be seen as
someone who is not true to your word or indecisive (or simply greedy) since you had accepted the original
offer. As we mentioned earlier, your strategy, once an employer has made you an offer, is to thank the
employer for the offer, express your interest and enthusiasm in the job and the company, but ask for time to
review the specifics.
FALSE. Perhaps this idea is the reason more job-seekers do not negotiate job offers. You risk very little, but
have much to gain - in future compensation, retirement benefits, and various perks. Why spend all the time
and effort to conduct the research on salary and benefit information, if not to use it to your benefit. Have
confidence in yourself and your research. All you need to negotiate a job offer is to know the rules and
etiquette of negotiating; you do not need to learn how to be a master negotiator. And there should be very
little gamesmanship in negotiating, so it should not be intimidating or irritating, as negotiating to buy a car is
for many. And remember, you have two options when negotiating, depending on your personal preferences
and style; you can schedule a follow-up meeting and negotiate face-to-face, or, you can write a counter
proposal letter.
TRUE. At least you had better know when it's time to call an end to negotiations and either accept or decline
the offer. What are some of the signs that the employer is done negotiating? During negotiations, the typical
response to your counter proposal will either be acceptance of at least some of your terms -- or refusal to
negotiate at all. But once negotiations have successfully begun, here are the signs the employer is done
negotiating:
o The employer has stopped responding to your counter proposals
o The employer's concessions are becoming minuscule, if at all
o The employer says enough!
FALSE. Remember that interviewing is kind of like dating. Both the employer and the job-seeker are testing
the waters, deciding how much they like each other and whether chemistry is right. To bring another
potential suitor into the mix is just asking for trouble. You run the risk of quickly losing stature in the eyes of
all the employers who have an interest in you. Keep all negotiations separate. You can certainly tell
employers you are talking with other companies -- even as far as to say you are fielding offers -- just do not
go into specifics, and do not let the negotiations get messy.
TRUE. What do you have to lose by asking? You stand to lose quite a bit more by not asking for a signing
bonus or some other form of compensation beyond salary. And if the employer responds to your request by
stating that the company does not offer signing bonuses, what have you really lost for asking?
FALSE. When employers make these specific kinds of deadlines, they are quite serious about them. Make
your move within the timeframe -- to negotiate or accept -- otherwise the offer will most likely be withdrawn.
Why do employers use this tactic? It's often times when job-seekers with similar talents are in high demand,
thus forcing you to make a choice between potential future job offers and the one you have before you. Of
course, it could also just be a power play by the employer -- and you may want to think twice about working
for an employer that is so controlling.
FALSE. The offer with the highest salary could be the best choice, but it is far from always being the best
choice. If you are lucky enough to be fielding multiple job offers, please do not be blinded by salary alone.
While salary is important in the short-term, the other forms of compensation and benefits employers offer
may have a much longer and deeper impact than salary. Bonuses, stock options, pension plans, low-cost
insurance plans, relocation packages, flexible working conditions, and other benefits may make salary not
quite as important as you think.