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In this market, many job candidates are desperate for an offer -- any offer. But even if you are new to an industry or have been unemployed for a while, is it smart to blindly accept the first number that an employer throws out? I don't think so.
Once you are inside an organization, raises are small and promotions are often slow in coming, so you have to do what you can to maximize your salary and benefits package right out of the gate. But how can you do this when the employer has the upper hand and hundreds of qualified candidates?
Lesley Gibson, a 30-year-old senior health-care professional in Boston, was nervous about overstepping her bounds when interviewing for a new job at the depth of the recession. 'The offer was less than I was making before, so I felt I should ask for more,' she says. 'But the work environment was different from what I was used to, and I worried that they'd hold that against me.'
Justify Your Pay Request
Ms. Gibson decided on a specific number she'd be happy with and in order to justify her request, wrote out a list of ways she intended to bring value to the position.
'When I called the hiring manager to discuss the offer, she countered with the salary I wanted,' Ms. Gibson says. 'The advance planning made me feel a lot more confident going into that conversation.'
Midcareer professionals often think they have to accept a lower salary because their industry or job experience isn't a perfect fit. 'You have to get out of the mindset that you're starting over,' says Elaine Varelas, managing partner of Keystone Associates, a career-management firm. 'However, you will need to convince potential employers why you deserve a salary closer to mid or senior level than entry level.'
This means considering what your years of work experience will add to the organization and what you can do that will bring in more money today. Because functional skills are easy to pick up but problem-solving ability and business acumen are best honed over time, employers often prefer more seasoned candidates.
Know the Field
When applying for a job in a new field, understand what entry-level and upper-level positions pay by checking sources like payscale.com and having frank conversations with individuals working in the industry.
Experts like Ms. Varelas agree that you shouldn't be the first to mention salary in the interview, but if confronted about it directly, you shouldn't hesitate. 'Tell them you're looking for compensation in X range and, at the same time, ask about the range for that position,' she says.
Once you receive an offer, evaluate it realistically. Be aware that public-sector organizations compensate differently than private-sector ones, and that you are unlikely to replace your past salary 100%.
Also remember, however, that employers will expect negotiation and are likely to go up from the original number. If you're not entirely satisfied with the end result, see if the employer will agree to revisit compensation at six and 18 months of service.
在就业市场上，许多求职者都急于找到一份工作，甚至任何工作都可以。但即使你是新进入一个行业，或是失业已有一段时间，那是不是就应该无条件接受雇主一开始给你开出的薪水呢？我对此不能苟同。
一旦你正式开始了工作，加薪幅度少得可怜，升职速度往往也慢如蜗牛，因此你必须在入职前尽最大努力提高你的工资和福利。但在雇主掌握主动权，并有数百名合格的候选人可供选择时，你怎么能做到这点呢？
波士顿30岁的高级医疗卫生专业人员吉布森（Lesley Gibson）就对在目前严重衰退的背景下，面试新工作时可能做出的越界行为感到紧张。她说，这份职位的薪水赶不上我以前的工作，所以我觉得应该多要一点。但是，这份工作的环境与我以往习惯的不同，我担心他们会因此而拒绝我的要求。
以理服人
本文作者Alexandra Levit吉布森确定了一个她满意的数字，为了说明她的要求是合理的，她还列出了她打算给这个职位创造价值的一系列途径。
吉布森说，当我致电招聘经理讨论这份工作时，她不同意我提出的薪水要求。事先计划让我在交谈时更有自信了。
处于职业中期的专业人员常常认为他们只能接受较低的薪酬，因为他们的行业或工作经历并不十全十美。职业管理公司Keystone Associates的执行合伙人威尔拉斯（Elaine Varelas）说，你必须抛弃你是从头开始的思维。不过，你需要让潜在的雇主相信，相对于入门水平，你为什么应该得到更接近于中级或高级水平的工资。
这意味着考虑你多年的工作经验将给公司增添什么，你的哪些做法能够创造更多的收入。由于技能本身很容易掌握，但解决问题的能力和商业头脑却需要时间的磨练，雇主们一般都青睐经验更丰富的候选人。
知彼知己
当在新的领域求职时，可以通过payscale.com等网站或是与业内人士开诚布公的谈话了解入门级和更高一级职位的工资水平。
威尔拉斯等专家认为，在面试时你不应该先提及薪水，但如果要直接面对它时，你也不要犹豫。她说，告诉他们你希望的是某一个范围内的薪酬，与此同时，也要询问这个职位的工资范围。
在得到某份工作后，要对它做出现实的评价。应该认识到，公共部门的薪酬与私营部门不同，而且也不可能完全同过去的工资一样。
不过，还要记住雇主预计将会出现讨价还价，并可能在原有基础上调高工资。如果你对最终结果并不完全满意，可以看看雇主是否同意在任职6个月和18个月时再调整薪酬。
