Negotiating the Job Offer
Talking
About MoneyWhen you are asked about salary history and salary requirements, avoid a dollar-figure response if possible. At the beginning of the process, an employer is trying to find out if there is a match between your expectations and theirs. If you have to respond with a dollar amount, do so with a salary range.
Research the salary range for a person with your skills and experience in the city in which you want to work.
Ask if there is a salary range for the position. State your comfort with that range.
Try saying, "Without knowing more about this position, it’s difficult to know what salary I would expect, but my research suggests that the salary range for entry-level employees in this field is between X and Y."
Or, "Without knowing more, I feel uncomfortable naming a figure; I expect that salary will not be an issue if I am a good match for this position."
Salary history questions are sometimes unavoidable. If you must fill out an application and cannot avoid listing salary history, find an opportunity to say that you are sure you can work out a salary figure that is commensurate with your skills and experience. Your salary should not be tied to what you have made before.
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Salary
Information SourcesSee a counselor for information from NACE on salary levels for new graduates.
Check
out these Web sites:
www.salary.com
www.salaryexpert.com
Riley
Guide Salary Guides and Guidance
"Evaluating
the Salary Information You’ve Found" will help you make
sense of your findings.
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Evaluating
and Responding to an Offer
Thank the employer for the offer enthusiastically, and don’t accept
the offer on the spot.
No matter how excited you are, you need time to consider your options.
If it is a verbal offer, ask when you can expect to receive a written
offer. Ask whatever questions you need to understand the terms of the
offer.
Request up to a week to review the offer.
Analyze the offer. Discuss it with friends, family or a Career Services
counselor if you have questions or doubts.
Managing multiple offers (rare in this economy)
can be a challenge if you do not have a clear preference for one of the
jobs. Use this as an opportunity for leverage, to let another employer
know of your competing offer, to negotiate for better terms with the preferred
employer.
Consult an adviser such as a Career Services counselor.
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Declining
an Offer
If you decide that you do not wish to accept the offer, decline it politely,
in writing.
Reiterate your appreciation for the offer. Say something nice about the
company because you never want to close a door.
Present a reason for declining: You have decided to work in Alabama, you
want a position in which you will have more opportunity to use your […]
skills, you have accepted a job with ABC Inc., which is a better fit for
you.
Do not burn bridges. You never know where the future will lead you.
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Negotiating
and Accepting an Offer
The only moment for negotiating salary and other issues is after
you have received an offer and before you have accepted it. However,
if you are comfortable with the initial offer, accept it.
Keep the tone
of your conversations friendly. It is your goal to become a member of
this organization.
Many companies do not negotiate salary for entry-level hires.
Know the range of what you are worth and what your bottom lines are for
salary and benefits.
If you are asked, "What will it take to get you to join ABC Inc.?"
be ready to put all the elements that are important to you on the table.
Be prepared to present specific reasons why you think your skills and
experience should earn you more, or put you near the top of the range.
Your salary needs should not come in to play.
If you are disappointed in the terms, try silence first. Let it last,
or you can ask, "Do you have any flexibility with that figure?"
Companies are often more willing to negotiate a one-time perk rather than
"permanent" benefits, i.e. an extra week of vacation rather
than another $1,000 in annual salary.
You may also request an accelerated performance review.
Unless you are an experienced negotiator, get help. The Northeastern
Career Services staff can coach you on this issue.
Once you accept an offer, immediately notify other companies with whom
you have been interviewing that you have accepted a position and wish
to withdraw your name from further consideration.
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Managing Your Search
The How-Tos Negotiating
a Job Offer