Question:
I recently moved to San Francisco and applied for a help desk position with a high-tech firm. When the hiring manager asked me what my salary requirements were, I told her. After talking to others, I realized I lowballed myself. Now, the company has offered me the position, but the salary is at least $10,000 less than what I think I should earn. What do I do?

Katherine Lee Spencer responds:
Salary discussions can be difficult, and if you’re not careful, it’s easy to trip yourself up. In this situation, the best course of action is to be honest. Act quickly, and tell the hiring manager that you’ve since done additional research and feel the figure you quoted falls below market trends. Be sure to bring with you any supporting documentation, such as salary surveys, that help you make a case for higher starting pay. Available resources include Robert Half Technology’s annual Salary Guide, the Occupational Outlook Handbook from the U.S. Department of Labor’s Bureau of Labor Statistics (www.bls.gov/oco/) and websites such as Salary.com and PayScale.com. Employers are often willing to renegotiate salary before an offer is accepted if an error like the one above is made because they want new employees to feel valued from day one.

To avoid making a future misstep, here are some do’s and don’ts to keep in mind the next time you engage in salary negotiations:

Don’t come unprepared. When a hiring manager asks what your salary range is, have an answer ready. You should come to an employment interview, even the first one, with an idea of what your services are worth. Keep in mind that various factors, such as the demand for your skills, company size and your geographic area can all impact compensation. For instance, according to the Robert Half Technology 2007 Salary Guide, the national range for a Tier 1 help desk professional is $27,500 to $37,000. In San Francisco, however, practitioners can expect to make between $35,750 and $48,100 per year. That’s because, in general, technology salaries in San Francisco are 30 percent higher than the national average. Geographic variance is just one of the reasons to have a range in mind, rather than a specific figure, so you have the flexibility to negotiate if need be.

Do be flexible. It’s possible an employer won’t be able to offer you the compensation you seek. But that doesn’t mean the negotiation is over. Speak to the hiring manager about the possibility of supplementing your pay with equity incentives, additional vacation days or other perks. Being able to work from home one day a week, for example, may make up for a lower salary. Another option is to request a salary review after, say, six months on the job, with a guaranteed bump in pay if you’ve met certain expectations.

Don’t bluff. It might be tempting to tell the hiring manager you have employment offers from other companies to generate a better salary offer. But you run the risk that the hiring manager refuses to go higher and instead gives the job to another candidate.

Do mention another job offer. If you have received another offer, however, consider leveraging it during your negotiations. A second offer can increase your value, and, if the salary the other company mentioned is higher or the benefits are more extensive, you can use those as bargaining chips. If the first organization is eager to hire you and knows there is competition for your services, the company will probably do what it can, within budget, to convince you to join the firm.

Don’t overshoot. Imagine you are pursuing a Tier 3 help desk position in San Francisco. When the hiring manager asks what your salary range is, you say between $100,000 and $150,000. If you don’t follow that answer with a knowing laugh, you might have some explaining to do. That’s because, according to Robert Half Technology’s 2007 Salary Guide, this position pays between $55,250 and $70,850 a year. So remember to keep your compensation requests reasonable.

When you approach salary negotiations correctly — that is, armed with factual information and a clear idea of what you want — you may find that it’s easy to reach common ground and clinch the deal in a manner that satisfies everyone.