Negotiating a Job Offer

Introduction

The moment you have waited for has arrived. Someone wants to hire you. All the work you have done in researching employers, writing focused cover letters, and interviewing for jobs has paid off. But wait, you are not done yet.

Just as you have conducted your job hunt in a thoughtful and prepared manner, so must you negotiate the offer of employment. There are several things to keep in mind:

• A real job offer has a salary figure attached to it. Until an employer gives you an exact figure, keep looking.

• It's not a good idea to accept a job on the spot. Reach an agreement with the employer about when you will need to give a decision. If you need more time, see if you can get an extension. How long you have to make the decision will depend on the time of year and the type of employer.

• This is the time to ask questions. You are in a position of strength.

What can be negotiated?

Sometimes salary is negotiable. If you want to negotiate for a higher salary let the employer know, soon after the offer is made, that salary is a concern. If you want the job but the salary is disappointingly low, express enthusiasm for the job and ask if there's any flexibility in determining salary. Listening to the response will give you an idea if it's worth negotiating.

If you're negotiating for more money, your best arguments are based on what you can contribute and what comparable employers are paying for comparable work. For example, are you bringing a new skill or ability to the job? Point out what you will contribute. Saying you need more money rarely sways an employer.

Salary may not be negotiable but other things may be.

• For academic jobs: reduced teaching load, new computer or special lab facilities, relocation costs, job hunting assistance for a spouse/partner, funds for summer travel or research.

• For jobs in other fields: earlier evaluation for promotion, relocation costs, job hunting assistance for a spouse/partner, certain kinds of flexibility, continuing education, computers for use at home. In fields where there is high demand for candidates: stock options, sign-on bonuses, annual bonuses, and related financial packages.

• Benefits (health, dental, life, & disability insurance; retirement/pension plans; tuition reimbursement) usually are not negotiable because employers buy standard packages of benefits from benefits providers.

Assessing the offer

Be sure to get the offer in writing. You should request and receive a letter that includes the salary, start date, and the date by which they want a decision from you. If during negotiations the salary and conditions of employment change, get another letter.

To determine a reasonable salary and understand your own market worth, look at salaries in:

• Job Descriptions

• The Occupational Outlook Handbook: (click here)

• Other internet resources such as JobSmart Home Profession-Specific Salary Surveys.
  Click here to go straight to their web site

• Examine available salary surveys on our web site. Click here to access salary information.

• Ask advice from alumni. Click here to go to Alumni Contacts and Services

• Consult with professional organizations and discipline-specific or professional listserves.

Knowing your market value is important for getting a good salary. It gives you confidence to ask for higher than what's offered because you're informed about what others in comparable positions with comparable backgrounds are making. Be able to state a range, where you fit and why. Additionally, some employers themselves don't know the correct salary for the position they are trying to fill. Salary is often negotiable, and the person with the most information is more likely to get what he or she wants.

When the first offer isn't your first choice

If you are offered job A, and have two weeks to decide, but prefer job B, call the job B employer as soon as you get the first offer and let that person know that you have an offer from elsewhere but that job B is your first choice. Always tell the truth. Don't ever invent job offers for negotiating purposes. Ask when they might be able to make a decision.

Accepting an offer

When you accept a job send a written letter, even if you accept verbally over the phone. When you accept a job, you're making a commitment. Keep it. If there are other employers out there, contact them and thank them for their interest and ask them to remove you from further consideration.

Additional Resources

There are many books in the Career Services Library that have sections or chapters on salary negotiation. Two books --both in the Career Decision Making section -- specifically on negotiation are:

Negotiating Your Salary: How to Make $1000 a Minute, by Jack Chapman

Smart Woman's Guide to Interviewing and Salary Negotiation, by Julie Adair King