For the second chapter in this series, let’s talk about probably the most sensitive point in the job search journey: the compensation conversation.

In some ways I wish this would happen sooner rather than later, as a way to clear the air and align expectations. Everyone has their own unique budgeting needs and if what they are willing to offer is not something you can accept it would be better to know that at the outset. Unfortunately that’s not usually how it works, so here are some hints and tips to help you make a strong case for getting the salary you deserve.

Check The Averages

In this age of the internet and all of the bountiful information at our fingertips, job seekers are probably better positioned than they’ve ever been to gather salary data and understand what the averages are for whatever position it is they’re applying for.

My advice is to start local to understand what’s going on in your area and then build from there. Obviously salaries between San Francisco and St. Louis are going to vary, so get a read on your region and/or state to use as the foundation for your research.

Sites like salary.com and indeed.com have salary estimate calculators that allow you to search for averages based on job title and location. Also as you can see the salary.com screenshot, they have additional tools to help tailor your search with drop-down menus for: company size, your level of education, years of experience, etc.

So take a look before you head into your final discussions, as both of these sites are excellent places to gather information to assist you in preparing a solid counteroffer based on hard facts.

Additionally the Bureau of Labor Statics released a report on national salary averages in May 2014 that is also worth taking a moment to review. Again adjustments should be made to account for your particular region – and also the fact that this report is almost 2 years old – but it never hurts to gather more information to help round out your research.

Assess The Current Marketplace

Besides checking nameless, faceless salary calculators, do a bit of sleuthing in the current marketplace to see what salaries are being posted online with job postings. This admittedly is more involved research as a lot of companies don’t post salary ranges, but taking a quick trip over to Glassdoor.com could help get you the answers you seek.

It’s also a worthwhile exercise to look at the company’s ratings and reviews to make sure you aren’t heading into a place with a high turnover rate or some other internal turmoil – that of course wouldn’t be shared with a potential candidate.

As you can see in the screenshot below, the tabs across the top allow you to filter the information on reviews, salaries, benefits and more. Note: You’ll get more information if you create an account and log into Glassdoor, but that’s not necessary if you simply want an overview.

Also keep a grain of sand in your back pocket and remember: #1. This is the internet. #2. The information posted has not been vetted by Glassdoor, or anyone else, to confirm it’s 100% accurate and coming from actual employees. That said, it’s still worth taking a look at to better inform yourself.

Know When To Hold ‘Em, Know When To Fold ‘Em

Now for the tough part. Because at the end of the day you can gather as many facts and figures as you can find and prepare a brilliant speech, but the truth is negotiating is not for the faint of heart. If you’ve never played a game of poker in your life, really think through how you want to proceed because there are no guarantees and a company (that you’re not even employed with) owes you nothing.

So if you’re going to present a counter, be ready for the following:
• To hold your ground.
• Be willing to settle for less.
• Or worse case be willing to lose the opportunity – whether that means you walk away or they rescind.

As I said, not for the faint of heart, and if any of those scenarios are not something you feel comfortable with – reconsider your position. It might not be worth jeopardizing guaranteed employment, assuming they’ve made an offer already.

However if you’re in a place where you can be a bit risky, then by all means prepare your counteroffer. Start by taking the local and national salary averages you’ve gathered, although don’t be afraid to omit anything that doesn’t make sense for your situation, and stack those up against what’s being offered. If it’s within a reasonable range, perhaps just asking for a slight bump or even a couple extra vacation days is appropriate. If it’s not even close, then refer to the three bullet points above because you’re probably in for a battle.

In whatever you decide though, best of luck and please post in the comments below how things turned out!