The Art of Salary Negotiation

So you’re looking to pursue a career in the charity sector. You want to give back to the community and do something meaningful for the world. Even if that means making slightly less money than in the corporate sector.

It’s well known that charities don’t pay top of the market, but pay is still important. While you may be prioritising a fulfilling career over a higher salary, you need to be able to sustain a comfortable lifestyle.

You don’t have to accept the first salary you’re offered—there’s still a place for negotiation. Let’s look at how to bargain for a better salary when you’re offered a job at a charity.

Need isn’t greed

It’s true that when it comes to salary negotiation in the charity sector, you’ve got to be realistic. Charities often have to deliver to tight budgets. They rely on funding from a range of sources that are often unpredictable. And today’s tough economic climate has had a huge impact on the whole sector.

However, it’s possible to acknowledge this context while also valuing the contribution you’ll offer. Ask yourself: ‘do I feel guilty asking for more money because it’s a charity?’ It might feel like you’re depriving them of funds that would otherwise go towards the cause.

But try looking at it another way. By employing you, the charity is investing in their cause. First, a fair salary reflects the skills and experience you’ll bring to help them achieve their goals. Second, in order to help others to the best of your ability, you need to look after your own wellbeing. And decent pay is an important part of that.

So⁠—it’s OK to want a fair salary.

When to negotiate

The best time for salary negotiation is when you have a job offer in hand. That way, the organisation has put their cards on the table. They’ve made it clear they want to hire you and you know exactly what figure they’re proposing. This is when you have the most leverage.

Some employers might ask about your salary expectations at interview or even ask you to specify it in your application. In those cases, it’s best to give a ballpark range. You can get into the detail at offer stage.

Making your case

It’s important to go into the salary negotiation with a clear sense of why you’re asking for higher pay. Otherwise it’ll seem like you’re asking for more money just for the sake of it. Here are some common reasons for salary negotiation:

Your value

Something about you sparked the recruiter’s interest—they wouldn’t be offering you the job if it hadn’t. Maybe you’ve got the right experience or your skill set is more appealing than those of the other candidates. Start by identifying what you’ll bring to the table and how it’ll benefit the charity.

Your current or previous salary

How does the salary you’ve been offered fit with your career development plan? If this new role is a step up for you, particularly if you’re already working in the charity sector, you may well want to see that reflected in a pay rise too.

Practicalities

Perhaps only a higher salary would make this job workable for you. For example, would you have to travel far to get into the office, resulting in an expensive commute? If so, you can give a clear practical reason for your request.

Do your research

It’s best to have hard data ready to support your salary negotiation. Otherwise, it might seem like you’re plucking a figure out of the air.

Use our Salary Checker to find out the average salary for your role in the charity sector. Enter the job title and location and we’ll search all the jobs we’ve advertised with the same title in the last 12 months. We’ll then show you the average salary and the upper and lower ranges. That will give you a benchmark.

It can be helpful to look at relevant salaries in the corporate sector too. While charities may not match these, they can still be useful to refer to. Check out salary estimate apps like Glassdoor and PayScale.

Finally, ask around your network. Talking to peers, friends, and family can give you an edge, especially if some of them work at a charity. And if you’re in touch with any recruiters on LinkedIn, you could ask them about a salary range.

Choose your words carefully

How you negotiate can have as much of an impact as the reasons behind it. Here are a few things to bear in mind:

• Be polite. Thank the employer for their offer before moving into your request.
• Be confident (but try not to appear arrogant!). Remember, you have every right to ask. Just make sure you have your reasons and any supporting data ready, and put them forward calmly.
• Make it clear what figure you’re asking for. Simply asking them to increase the offer is too vague and will quickly lead to a stalemate.
• Try to be flexible. Negotiation often involves compromise.
• Avoid ultimatums. These never come across well. And if things don’t go your way, you may be forced into an embarrassing climbdown later!

If you don’t get the salary you’re asking for

Remember, if your salary negotiation is unsuccessful it doesn’t mean they think you’re worth less. In the charity sector it often comes down to other factors like funding. But it never hurts to ask.

It’s worth bearing in mind that charities often offer extensive benefits packages compared to for-profit organisations. And there may be some room for negotiation here too, for example around flexible working arrangements. So, look at the overall offer before making a final decision.

Want to see what’s out there? Browse the latest charity jobs.

This post was originally published in 2019. We’ve updated it to ensure relevance and to reflect the current job seeker experience.