When I first entered the career world, I accepted any offer I received. I was raised with the “you take what you get, and you don’t throw a fit” mindset. Often, I was applying for jobs outside of my experience and degree, and I felt I had to take low offers just to make money.

I have heard that it is unprofessional to negotiate a salary and that we should be grateful for any opportunity given. I disagree; I think we should be proud of our skills, goals, and experiences enough to ask for an equitable salary.

It’s about marketing yourself and your experience in a way that benefits the positionThe best piece of advice I ever received was, “You never know unless you ask; the worst they’ll say is no.”

Salary negotiations are a huge part of job hunting and promotions. I realize how intimidating it is, and I want to provide you with tips and tricks to better negotiate and generally make you feel confident in your value.

Like a Scout, Always be Prepared

First, gather as much information as possible about the position, and compare the job to your set of skills.

• Define how your skills and goals align with the job and the organization. Research their core values and where they started versus where they are now. Reflect this in where you started and where you want to be with this opportunity.
• Research salary expectations for the position using websites like ASAE, Glassdoor, Salary.com, and LinkedIn Salary. You can even check ChatGPT or other AI software. Knowing what similar roles are earning will affirm your expectations.
• Understand your value and prepare with tangible results. What experience are you bringing to this new position? If this position is outside of your experience, emphasize that you are willing and able to learn (and quickly!). Know that the willingness to learn is a valuable skill.
• Quantify your achievements whenever possible. For example, instead of saying, “I improved sales,” say “I increased sales by 15 percent in six months.” This demonstrates your impact and strengthens your position.

Think Outside the Base Salary Box

Broaden your horizons — don’t focus solely on the base salary. The total compensation package includes benefits, bonuses, professional development, and other perks.

• Benefits: Health insurance, retirement plans, paid time off, and professional development opportunities can add significant value.
• Bonuses: Performance-based bonuses or signing bonuses can boost your annual earnings. Some company’s offer holiday bonuses. Don’t be shy and ask!.
• Equity: Profit-sharing plans can provide long-term financial benefits.
• Perks: Flexible work arrangements, remote work options, and association-sponsored events can enhance your work-life balance.

The Conversation

When it’s time to discuss salary, approach the conversation with confidence and professionalism. Avoid being apologetic, emotional, or demanding. Focus on your value and express your enthusiasm for the role. Remember, if you’re successful in a role, that is a success for the association!

Use phrases like:

• “Based on my research in similar roles and experience, according to [cite your sources], I was expecting a salary in the range of [desired range].”
• “I’m excited about this opportunity, and I believe my [specific skills] and [specific contributions] align with the value I can bring to your team.”
• “I’m particularly interested in the [specific benefit] and would like to discuss how we can make that work.”
• If you’re negotiating a promotion, emphasize your experience: “My performance reviews have consistently exceeded expectations and I successfully manage projects such as [specific initiatives led, improved, or contributed to] that have [saved the organization time/improved efficiency/increased impact].”

Handling “No” With Grace

Expect employers to object to your salary expectations. Be prepared to address them.

• “We don’t have room in the budget.” This is the most common excuse. Emphasize your value and suggest alternative compensation options, such as performance-based bonuses, professional development budget, or additional vacation time.
• “We feel this offer is very competitive.” Reiterate your research on market value and point to specific skills you bring that set you apart.

If the answer is still no, think about your bottom line. What number would make you still feel valued as an employee with this organization? I have walked away from numbers that did not make me feel valued and I have regretted times when I did not express my value in a bigger way.

If the answer is still no but you love your job, or you love the position or association you’re applying for, express how invested you are and how you hope to grow with the organization. Ask again when the association conducts performance reviews or request a review in six months. Final Words I’ll end with this: It is professional to negotiate your salary. Like L’Oréal says, you’re worth it.