Salary negotiation is an uncomfortable part of the interview process. So much so, in fact, that many nurses don’t engage in it whatsoever. But neglecting this important part of the job search literally sells yourself short.

Knowing your value as a healthcare practitioner and being able to successfully market yourself are two skills that any nurse can sharpen. The result can quite often be not just a higher salary, but one—for women—that is more equitable to men. 

Yes, even in a woman-dominated field such as nursing, men make more—about $6,000 more per year, according to a 2018 nurse.com Nursing Salary Research Report.  Interestingly, 43% of male nurses surveyed reported that they always negotiate salary when job-seeking, as opposed to only 34% of female nurses who do so. Below are 5 tips designed to make the salary negotiation process a little less uncomfortable. 

Research, research, research:

Once the application process is moving along for a certain job, and you begin to prepare for the interview, now is the time to research salary. Part of that preparation should include knowing similar salary (and benefit) ranges for comparable positions in the same area. Using major job search sites can help with this fact-finding mission, as well as contacting relevant associations for salary data.

If at all possible, speak to someone who already works for the organization, perhaps using LinkedIn as a means of networking for this purpose. (You can always ask for salary ranges instead of overstepping bounds by straight-up asking people what they make.) Nursing recruiters are another reliable source for salary info for specific hospitals and institutions and this information can be obtained without any strings attached.

Stick to a negotiating checklist:

Before getting into the fine print of salary negotiation, have a job requirement checklist in mind. Think of the boxes that need ticking as your qualitative non-negotiables. These might present in the form of questions such as:

• Does this job align with my desired overall career path?

• Does the salary reflect my education, skills, and experience?

• What kind of benefits do I need for myself and my family?

• What is the lowest salary I would accept and not feel resentful about?

Negotiate like a pro:

Research in hand, interview going swimmingly, now is the time for salary negotiations to  begin. Many nurses assume salaries are set in stone. While this may be more true for entry level nurses with no experience, nurses that come to the table with higher degrees, certifications, and special skills have quite a bit more wiggle room.

The trick here is to try and have your potential employer quote a salary to you first—it’s always easier to negotiate from their starting point upwards, than up from your first salary ask. Keep in mind a salary range that would be acceptable to you, and request only slightly more than your desired figure. Remember too, that negotiation is a 2-way street. Expect offers and counter-offers, and factor benefit packages into this sum.

Know your worth without exaggerating:

The very first time you show your worth to a potential employer is during salary negotiation. By demonstrating your awareness of your worth, and listing any relevant skills and education you possess, you are showing your future employer exactly what they’ll be gaining by employing you.

Here is the time to break out all the fanfare—letters of recommendation, specific anecdotes about what an asset you are to your organization, and examples of challenging situations you’ve handled successfully.

Documentation of any relevant volunteering or nursing-adjacent work you’ve done can round out who you are as a professional, and what you bring to the field. Why do they need you? It can be hard to sing your own praises, so practice with roommates, family members, pets…anyone with a friendly ear. 

Expect to negotiate:

Negotiating can feel like looking a gift horse in the mouth, especially if you’ve been job-searching for some time. For that reason, it’s helpful to remind yourself that employers expect negotiation! It sounds obvious, but this simple exercise can give you the “permission” needed to ask for what you deserve!