When to Negotiate Salary: Liz Ryan Advises Waiting for the Offer

In a recent LinkedIn post, Liz Ryan addresses a common dilemma faced by job seekers: how to handle salary negotiations when they realize they may have underpriced themselves after submitting an application. Ryan, founder of Human Workplace, offers guidance to a job seeker named Lisa who provided a salary range on an application form but now feels it’s too low after learning more about the position during interviews.

Ryan emphasizes the inherent difficulty of setting an accurate salary expectation early in the application process. She points out the limitations of application forms, stating:

“That’s the problem with these application forms – you know almost nothing about the job at that stage and it’s very difficult to give an appropriate salary range.”

The core of Ryan’s advice revolves around the timing of salary discussions. She cautions against negotiating too early, suggesting that job seekers often reveal more about their perceived value than is strategically beneficial at the initial stages.

The Perils of Early Salary Ranges

Ryan argues that providing a salary range upfront can inadvertently signal a fixed valuation of oneself, which she believes is counterproductive. She asserts that individuals are inherently valuable and that the focus should instead be on the value of the role itself.

“The problem is that when you give a salary range, you’re basically saying, ‘This is what I am worth.’”

According to Ryan, the true question is not what the candidate is worth, but rather what the position is worth. She explains that without a thorough understanding of the job’s responsibilities, scope, and the employer’s budget, it’s nearly impossible to accurately determine this value early on. This lack of information makes early salary disclosures a potentially risky move.

Strategic Negotiation: Waiting for the Offer

Ryan’s primary recommendation for job seekers in Lisa’s situation is to postpone salary negotiations until an official offer has been extended. She believes that waiting for an offer provides the candidate with significantly more leverage and a clearer picture of the employer’s perceived value for the role.

“But as a general rule, there’s no benefit to you to negotiate the salary until they make you an offer.”

She further elaborates that the optimal negotiation strategy is highly dependent on individual circumstances. Factors such as the size of the discrepancy between the initial range and the perceived job value, the breadth of the range provided, and the candidate’s current employment status and motivations all play a crucial role. However, Ryan reiterates that the general principle of waiting for an offer remains sound advice for most situations.

Understanding Your Worth Beyond the Application Form

Ryan encourages job seekers to view their worth as more than just a number on an application. By delaying salary discussions until an offer is on the table, candidates can gather more information, understand the full scope of the opportunity, and position themselves to negotiate from a place of greater knowledge and strength. This approach, according to Ryan, helps ensure that the final salary aligns with both the candidate’s value and the employer’s true valuation of the position.