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Career Services |
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Handling Offers and Negotiating SalariesPrepare for salary negotiation before the job interview. Although, traditionally, discussion of salary comes after an offer is made, it is sometimes initiated earlier. Know typical salary ranges for the field. Find out general information on salaries for your field by using web resources, searching the documents created by professional associations, viewing similar job listings, or by asking professionals in the field very general (not personal) information about what you might expect in terms of salary. Be sure to consider variations for location and credentials, as these can be substantial. Know what you need. There may be times when you are so impressed by other factors in a position—such as benefits or professional development opportunities—that you are tempted to accept an offer despite a low salary. This is okay, but be sure to consider your annual budget and what you can afford to accept. Try to have options. Apply for several positions at once rather than in succession. You do not necessarily need to take the position offering the highest salary, but having options will allow you to make the best decision and will also give you some negotiating leverage. Having options does not imply an adversarial negotiating strategy. It is generally accepted by prospective employers that you will be weighing options, and it is even acceptable to see if an organization is able to match or come closer to another organization's offer. However, do not apply for a job purely for the sake of gaining bargaining power, as this is considered highly unethical and may damage you professionally. Realize that almost all salaries are negotiable. The majority of salaries are negotiable, even when a figure is stated in the description. Generally, the more money that is involved, the more room there is for negotiation. However, some organizations have fairly rigid, or very rigid, salary guidelines, and some organizations operate under very specific budget and the salary is exactly what is named in the offer. Usually you will know what is typical in your field from the research you have done. However, it generally does not hurt to ask whether the offer can be adjusted. The employer will likely be accustomed to getting the question, and will simply tell you if they are able to consider this. Try to get the employer to state a figure or range first. Make such statements as "I am willing to discuss any offer appropriate for the credentials I bring," or "It is difficult for me to think about what salary I would require without knowledge of the entire package." Be prepared to go first if you must. Sometimes employers will not give figures first, and in some cases they are willing to offer as little as they think they can get away with based on your answer. This is why it is important to know what the typical range is for someone with your credentials in a particular field. If you must speak first, consider stating a range (not a figure) that is toward the higher end of the typical range, since an employer who asks you to begin the negotiation will likely look to get you to move to the lower end of your range. You might say, "I understand that similar positions in the field pay $xx to $xx for people with my credentials; I am willing to start at that rate, so long as the benefits package is acceptable." Do not accept or reject an offer immediately. Express your appreciation, since decisions about offers generally result from careful consideration. However, do not express a great deal of emotion over salary. Take a few moments to gather your thoughts and consider how the offer meets your expectations. If the employer states a figure first, you should know that in many cases, they have stated the lower end of what they actually expect to pay, thinking you will ask them to increase it. So if you ask for an adjustment, you are likely simply asking them to move more in the direction of what they are prepared to pay. Again, even if this is not the case, the question can generally be asked professionally without any damage being done. Find out about the whole package, not just the money. Before discussing too much, find out about the whole package being offered. In the United States, make sure to find out at least about health insurance, as health care can be a major expense if your employer does not offer insurance as a benefit. Other benefits might include moving and travel expenses, retirement options, tuition remission or student loan assistance, and more. Some organizations are much better about benefits than others. Consider asking for time to think over options. This reminds the employer that you have options, and it gives you time to think about the offer, or even to see if other offers are made. Asking for 48 hours is widely accepted and, for high-level positions, asking for much more time is accepted. Consider asking for a negotiating session. For high-paying positions where salaries vary greatly, consider requesting a formal discussion specifically about salary, preferably in person. Realize that these sessions are not always easy to get. Prepare concrete facts and data. Let them know everything you would like to discuss in advance, so they are not presented with surprises. Once you are negotiating, be both friendly and confident. Consider telling the employer that you are very interested in the position and would love to work for the organization, but that you are really hoping to find a position in the x-xx range (the lower end of the range you state should generally be very close to the higher end of the range they state) or with x benefit. Then ask whether there is any possibility this position could be adjusted to meet that expectation. If the salary does not reach your desired rate, ask about an early review. Sometimes you cannot get the salary you would like, but you really would like to accept the position. Ask whether there is a possibility of a review in three or six months. Also consider opportunities for advancement and professional development prior to turning down such an opportunity. Get the final offer in writing. Your job offer is secure only when a contract is signed. Drop any negative feelings as best you can. Negotiation can be an experience that leaves you feeling awkward or sensitive, but it is important to understand the employer's decisions from the organization's perspective. The same goes for them. If they have offered you a position, they want you to be there, and they also know that you had to look out for yourself. If you have been courteous and professional throughout, those with whom you negotiated almost certainly are not taking the experience personally, even if it was an involved process. Follow up with other organizations. Write a letter notifying other organizations that have given you offers of your decision. Be friendly and professional. Also follow up with the people who helped you. Let your references and the people in your network know about your appointment, and thank them for their help. |
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