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In late 2010, I applied for a temporary position that included a start date but no definite end date as an assistant manager for a small retail store inside a museum. I knew with 10 years of retail experience, five years of management experience, and two degrees I had a good shot at landing the job. However, when the woman offered me $11 an hour, I didn't jump at the opportunity. I knew that assistant managers typically made $15 an hour and this company's top wage for assistant managers was $14. I told the interviewer I needed $14 an hour, and explained the reason why. It didn't matter to me that we were in the middle of a recession. I knew what I needed to be able to pay my bills, and it wasn't $11 an hour.
Interview
Of the four people interviewing for the job, I was the last person to be interviewed. The interviewer told me about the job, the expectations and the company. She also asked me about my experience and degrees.
I told her that I had worked as the department manager of sporting goods for Walmart, and I had worked as an assistant manager for Walgreens. I also told her about a time when I had increased sales in Sporting Goods by reversing the floor plan. Instead of having golf on the same side as toys, I moved it to the side facing automotive. The switch increased sales and suddenly made golf a viable section of the Sporting Goods department.
The interviewer was visibly impressed and marked notes on my resume.
Negotiation
When the subject of salary came up, however, the interviewer told me that assistant managers at the company typically made $11 an hour. I knew that to be false. The job ad had specified a salary range between $10 and $14 an hour. I also knew I couldn't accept $11 an hour. Between my bills, paying for parking, and food, I'd feel like I was paying them for the opportunity to work.
I said, "That really doesn't pay my bills. I need at least $14 an hour and typically I make about $16 an hour for this type of position."
She countered by telling me that they were only prepared to pay $11 an hour.
I continued by saying, "I have two degrees, 10 years of retail experience, and five years of management experience. I have a proven track record of increasing sales in the departments and stores that I manage. I also have experience opening and closing stores, dealing with safes, and handling cash. Furthermore, I have experience training employees to run cash registers and photo equipment. Those are skills you are going to need since you have a photo station and a cash register and untrained employees. I'm willing to accept $14 an hour for this position. I'm willing to train your employees, open and close the store, and help you make this a profitable venture."
The interviewer nodded, agreed with my points, told me she'd make some phone calls and call me back by the end of the day.
She called me the next day and offered me the position at $14 an hour. I accepted, having successfully negotiated my starting salary by more than $6,000.
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