Negotiating salary can be a tricky and uncomfortable conversation, but it is one of the most critical skills in career advancement. Many professionals in Kenya, regardless of industry, struggle with determining how much to ask for when presented with a new job opportunity. The most common mistake employees make is basing their salary expectations on their current pay rather than the market value of their skills and experience.
This article explores how to effectively negotiate your salary in Kenya by shifting the focus from what you earn to what the role is worth. By using a strategic approach, you can ensure you are paid fairly and competitively in your industry.
The Common Salary Expectation Mistake
Imagine you are currently earning KES 100,000 per month and a recruiter reaches out with a job opportunity. During the conversation, they ask about your salary expectations. Many professionals in Kenya would respond with something like, “I am looking for KES 120,000 to KES 125,000.”
At first glance, this may seem reasonable. After all, it is slightly above what you are currently earning, and you assume this increase would make the job offer attractive. However, this approach significantly limits your earning potential. It assumes that the only possible increase is a slight increment from your current pay rather than aligning with what the job actually pays.
Before you give a direct answer to salary expectation questions, it is crucial to follow a structured approach that ensures you maximize your earning potential.
The Right Approach to Salary Negotiation
Instead of immediately stating your expected salary, consider responding with a question:
“What is the salary range for this role?”
This simple yet powerful question shifts the conversation in your favor. It allows you to understand how much the employer is willing to pay for the position and ensures you do not undervalue yourself.
Now, let’s say the recruiter responds:
“The salary range for this position is between KES 200,000 and KES 300,000 per month.”
This is where the conversation takes a significant turn. If you had initially asked for KES 120,000, you would have left a substantial amount of money on the table. Instead, by getting the recruiter to reveal the salary range, you now have valuable information that will help you negotiate effectively.
Asking the Golden Question
Once you have the salary range, the next step is to ask another strategic question:
“What differentiates someone earning KES 200,000 from someone earning KES 300,000?”
This question is crucial because it allows you to understand the key factors that determine compensation within the given range. The recruiter will likely outline specific qualifications, experiences, skills, or additional responsibilities that justify a higher salary within the bracket.
This is where you assess whether you already possess the skills and experience that align with the higher end of the salary range. If you meet most or all the requirements for the upper limit, you have a strong case for negotiating your salary closer to KES 300,000.
How This Changes the Entire Negotiation
By taking this approach, you move away from setting your salary expectations based on your current pay. Instead, you align your compensation with what the role is actually worth.
In this scenario, if you had originally requested KES 120,000, you would have significantly undervalued yourself. However, by getting the recruiter to disclose the salary range and understanding the differentiators, you position yourself for a much higher offer—potentially up to KES 300,000.
This means:
- You could earn KES 200,000 more than your current salary.
- You would secure KES 175,000 more than what you originally intended to ask for.
Why You Should Never Base Salary Expectations on Your Current Earnings
Many professionals make the mistake of using their current salary as a benchmark for future salary expectations. This is problematic for several reasons:
- Your Current Salary May Not Reflect Market Value
Salaries can vary widely based on industry standards, company budgets, and individual negotiation skills. Just because you are currently earning KES 100,000 does not mean that is the fair market value for your role. If companies in your field are paying KES 250,000 for similar positions, basing your next salary on your current pay keeps you underpaid. - Salary Should Reflect the Role’s Value, Not Your Financial Needs
Some professionals determine their salary expectations based on personal expenses such as rent, school fees, or loan payments. While financial needs are important, they should not dictate your salary negotiations. Employers do not pay based on your personal expenses; they pay based on the value you bring to the company. - Companies Have a Budget for the Role, Regardless of Your Current Pay
When companies set a budget for a position, they allocate funds based on the role’s responsibilities, industry standards, and organizational structure. If a company has a budget of KES 300,000 for the role but you ask for KES 120,000, they are unlikely to correct you. Instead, they will be happy to save money by offering you less than the position is worth.
How to Confidently Negotiate Your Salary in Kenya
Now that you understand the importance of aligning your salary expectations with the job’s worth rather than your current earnings, here are a few additional strategies to help you negotiate with confidence:
1. Research Market Salaries for Your Role
Before engaging in any salary discussion, conduct thorough research on what professionals in your industry and experience level are earning. Websites such as Glassdoor, LinkedIn Salary Insights, and industry-specific reports can provide a general idea of salary trends in Kenya.
2. Highlight Your Value and Unique Skills
During negotiations, focus on the value you bring to the company. Emphasize your experience, skills, certifications, and any measurable impact you have made in previous roles. Demonstrating how you can contribute to the company’s success strengthens your case for a higher salary.
3. Be Willing to Negotiate Beyond Base Salary
Salary is not the only component of compensation. If an employer is unable to meet your desired salary, consider negotiating other benefits such as bonuses, flexible work arrangements, professional development opportunities, or additional leave days.
4. Practice Your Negotiation Approach
Negotiation is a skill that improves with practice. Before attending an interview, rehearse your responses to salary-related questions. Role-playing with a friend or mentor can help you build confidence and refine your approach.
5. Know When to Walk Away
Not all job offers will meet your salary expectations, and that is okay. If a company is unwilling to offer a competitive salary despite your qualifications and the market rate, it may be best to walk away and pursue better opportunities elsewhere.
Final Thoughts
Salary negotiation is an essential skill that can significantly impact your career growth and financial well-being. By shifting the focus from your current salary to what the role is worth, you increase your chances of securing a competitive salary that reflects your true value.
The next time a recruiter asks about your salary expectations, resist the urge to provide a number right away. Instead, ask about the salary range for the role and understand what differentiates candidates at different pay levels. This simple yet effective approach can help you avoid being underpaid and ensure you get the compensation you truly deserve.
Approach salary discussions with confidence, conduct thorough research, and be strategic in your negotiations. The more prepared you are, the higher the chances of securing the best possible offer.
