Negotiation Guide
Be Prepared
Before you call a employer to begin negotiating a job offer, you should prepare your answers to the questions you will probably be asked. Sorry, but calling just to ask for a raise before you even accept the offer won't do much for you.
The employer's first question usually is "why?" Review the partial list of possible answers listed below and decide which ones you think will be the most persuasive for your case.
- My other offers from similar employers are $2500 to $3500 more. Be truthful!
- I have some special skills which I'd like you to consider
- I have prepared a budget based on a recent cost-of-living index and didn't come out even
- In my research, I have found the average salary for people with
my degree is more along the range of...(give a range)
- Other offers included complete health benefits and a guaranteed bonus
"How much do you want?" is a legitimate employer question. Be
ready to answer it. Once you open the salary negotiation
discussion, you are telling the employer that salary is your most
important consideration in accepting any job. The employer may ask
about other offers; so, be sure there are job and location
similarities and the spread is significant. It is their prerogative
to ask. Industry people talk to each other all the time. They have
a general idea of the "going rate" for their industry for the year.
Don't try to negotiate for less than a $1000 differential. Divide
the difference by 12 before you call. Is it worth it? You don't
want to start your career known as the person who is more concerned
about nickels and dimes than anything else.
Employer Responses Vary
- We'll talk about it and get back to you.
- Our offer is firm.
- I'm sorry we can't do anything and hope you enjoy the other job.
Best advice: Think it through and see your career counselor to talk through your script before you call. You can get help as you go through your outline and may be asked some other questions to help you clarify the issue. Another opinion could help.
Researching Salary
You should have a reasonably accurate idea of the salary ranges for the position that you are interviewing. For up-to-date salary information we recommend that you take a look at the National Association of Colleges & Employers Salary Survey bulletins. These are available in the Career Center Resource Room (106 Page).
Also check out these web resources:
Extension of an Offer
Negotiating an extension of the reply date to an offer is usually easier than negotiating a salary increase. Some employers make more offers than they plan to have accepted; as do colleges during the admissions process. Others make one offer for each opening to be sure they are neither over nor under. Those in the first category who have a wait list to use when a preferred candidate declines the offer want to be sure those students don't accept other offers while first-choice candidates are making a decision. They are also less likely to grant an indefinite extension. Unfortunately, we don't always know which is which. Employers don't want someone who is unsure about a job to be pressured into accepting, but they selfishly want to be sure they have the targeted number of exceptional new hires. Give yourself plenty of thinking and negotiating time. The employer can always say no, and if the deadline is tomorrow, you have a dilemma.
Before you call, check with other employers you're interested in so you know your requested new date is valid. You don't want to call every other week. You should have your interest in employers in pretty good priority order by the time you are faced with this problem. If the offer is from employer 5 on your list, work on 4, then 3, and so on. Call the next employer and ask about the timetable for making offers. Say that you have an offer, are going to call to request an extension, and want to be sure you ask for enough time. You probably will be asked the employer's name. If you don't want to give the name, give the industry group. As you ask each employer about the timetable, you can work your way up the ladder while always keeping an offer in hand. If you say, "I need to know right now if you are going to make me an offer and the salary," you risk a negative response. If you are careful about scheduling site visits, you can prevent this dilemma. If you have returned to school with an offer from the summer, you should know your negotiating chances. You should have discussed your timetable before leaving. Remember, once you accept an offer, either verbally or in writing, you must notify all other employers and withdraw from consideration.