Salary negotiation makes many candidates uncomfortable, but it is a completely normal part of the recruitment process. Handled well, it demonstrates confidence and self-awareness rather than awkwardness.
Know your worth before you negotiate
Research is everything. Before any conversation about money, make sure you have a clear, realistic picture of what the market pays for your skills and experience in your sector and region. Useful sources include salary surveys published by industry bodies, job boards which often display salary ranges, and – most valuably – your recruitment consultant, who will have up-to-date knowledge of what employers are currently offering.
When to raise the subject of salary
If you’re applying through Personnel Selection, your consultant will typically discuss salary expectations at the outset and manage the negotiation on your behalf. This removes much of the awkwardness for both sides. If you’re applying directly, try to avoid making salary the first topic of conversation – focus on demonstrating your value first.
If an application form asks for your salary expectations, give a realistic range rather than a fixed figure. This gives both parties some room to manoeuvre.
How to negotiate effectively
- Be specific. Vague requests for ‘more money’ are harder to respond to than a considered figure backed by market evidence.
- Focus on value, not need. ‘I believe my experience in lean manufacturing justifies a salary at the higher end of your range’ is more persuasive than ‘I need more because my rent has gone up’.
- Consider the whole package. If there’s limited flexibility on base salary, could you negotiate additional holiday, a faster salary review, or enhanced benefits?
- Don’t rush. Salary conversations benefit from calm, considered discussion. Never issue ultimatums in the heat of the moment.
- Know your walk-away point. Before you negotiate, be clear in your own mind about the minimum you would accept. If an offer falls below that, be willing to decline respectfully.
| 💡 Quick tip
If an employer makes an offer below your expectations, it is perfectly professional to say: ‘Thank you – I’m very interested in the role. Could there be any flexibility on the salary?’ You may be surprised at the answer. |
| Not sure what salary to ask for? Talk to your Personnel Selection consultant – we have real-time insight into current market rates across all our sectors. |
