So I found a little hustle working for a guy who is starting an internet business re-selling used books.
He wants to hire me part-time to do his inventory and pack & ship orders. I found the position through an ad on craigslist, where he listed a range for an hourly rate of pay. He called me for a little informal phone interview and confirmed that range as what he is willing to pay, saying we would discuss it exactly when I meet him in person on Thursday.
What the hell do I do? I’ve only worked for bigger businesses before who pretty much offered me an hourly rate and said “take it or leave it”. In this case there is more flexibility. So do I boldly ask for the top of the range right off the bat? Do I let him make a firm offer first then counter it a little higher? (this is the strategy I’m leaning toward currently)
Admittedly, even the bottom of the range is an amount I’d be happy with, so I’m not feeling automatically ruthless, but this is money we’re talking about here. I can always drum up some ruthlessness anyway. But of course, I don’t want to be too aggressive and turn him off. Advice?
Being a business owner myself, I may can help. I have never had an interviewee try to negotiate with me. Basically, I make an offer, commensurate (sp?) with their experience. Then, if it seems a little low, I offer to do a fast track review in 90 days with a possible raise. We may be overly fair and generous, though. If the guy put in a range, he’s probably fair, too.
Befor you say a number, ask about all of the compensation.
Will they sell you books at a discount? Any other ‘benefits’?
Talk a great deal about what is expected of you and what other duties may fall your way. The more you talk about everything you do, the better idea of how much compensation you would be willing to have will form in your mind and theirs.
Do his inventory and pack and ship orders doesn’t sound like a lot of work, but consider, how big is the inventory? How will you do this? Does he have a database program you will have to work with, does he have any system or will you have to invent a system. Where do you have to go to do this? Packing and shipping? What programs are used and will you take books to the shipper and drop them off or will they pick them up?
Once you get the idea that you want the job and you like the boss set a ‘walk away’ price in your head. The number that you won’t accept for the job. Remember, he probably doesn’t have much expierence in negotiating a salary either. What he offers, if it isn’t the max in the range, ask for a little more, no matter what. He is probably low-balling a figure and would be willing to go higher.
Just be confident, salary negotiating is probably the worst part of applying/accepting a job but it must be done. Remember, it’s business, it isn’t personal.
I discovered, quite by accident, that you have to have a firm idea of how much your work is worth, and you have to be willing to actually walk away from a job that doesn’t pay enough.
I have turned down four or five positions because they simply did not pay what I believed I was worth. Two of those times re-offers were made, and I ended up taking the job. It was never my intention to negotiate, however – my wife and I had done some serious number-crunching and arrived at a minimum number, below which the answer was, “Thanks, but no.” And I was serious about that number – too often, I’d taken jobs at less than what I needed or was worth, simply because I was letting someone else decide what my skill, experience and talent were worth.
So decide in your own mind what the job should pay you, and be realistic about it. You said you’d be happy with the bottom of the scale. Don’t be. It sounds like you’re better than the bottom of the scale – that’s why the guy wants to hire you. Get help arriving at your number, if you need it, and make it an absolute. No matter how much you might love the job, if your new employer doesn’t pay you what you’re worth, you’re not going to be happy. If the number he gives you is low, thank him politely, express regret, and walk away. If he calls back, he’ll ask one of two questions: “How much do you need?” or “Will you accept $XXXX?” Give him an honest answer. Don’t “negotiate” if you quote your number and he wants to compromise. Just don’t do it. If the offer isn’t satisfactory, you both have to come to terms with the fact that he just cannot afford you.
Be humble, but be realistic. It’s hard to do the first time, but if you do it now while you’re still young, you’ll get better at it with practice.
I’m sorry, I started my post before going to lunch, then came back and finished it without realizing that Zebra had said essentially the same thing.
So while I’m simply reaffirming Zebra, let me add that yes, this is a hard thing to learn to do. People lucky enough to attract a mentor learn this early on.