Does this sound
like you - You've had several interviews for
the job of your dreams and are so excited, you'd almost take the job for nothing!
Or, you like the sound of the job so far, but are unsure of what salary you should
expect. Or perhaps you know the salary cannot meet your expectations, but would
settle for some extra vacation time or a flexible schedule. If so, it's time
to take a step back and look at the salary negotiation process.
Most career experts agree that before you
agree on a job offer, you should take the time to clear your head and consider it
away from the pressure of an interview. So, thank the interviewer for his time and
ask for a couple of days to consider the offer. While you're thinking,
consider all of the factors about the job:
Your boss. Can you get
along with this person? Is he committed to your future?
Your co-workers. Will you fit in
with them? These are the people you'll be working with every day - what are
their personalities like?
The job itself. Does the nature
of the work excite you? Can you see yourself performing it for years? Will you learn
something? Does it fit into your long-term goals?
Salary and benefits. Is the
salary at market level? If you're not sure, you need to do some research at
http://online.onetcenter.org
or at http://www.salary.com or at the
Occupational Outlook Handbook http://www.bls.gov/oco/.
Other factors to consider with salary are how often your work will be reviewed, the
potential for raises or promotions, and what type of benefits are offered.
Hours. Not just whether you'll be
working 8-5, but rather, how much overtime is there? Does that work with your lifestyle?
Location. How far is the
workplace from your home? What is the commute like at the hours you'll be traveling?
Non-tangible Benefits: Think about
those things you can't put a dollar value on, such as - competition, flexibility
of workplace, being able to help others, level of independence, stress level,
decision-making authority, mental stimulation of the job, and how attractive the workplace is.
TYPES OF JOB OFFERS
Although there are many ways that employers
decide on the initial offer, they are typically presented from one of three different
viewpoints depending upon their attitude about salary and negotiation. Here are
those various philosophies and what the difference might mean to you:
Fixed Offer: This type of company will tell you that they carefully research the job market and they make a very fair and firm offer. You can negotiate all you want, but it won't do you any good. They operate on a take it or leave it basis so you may not want to waste your time negotiating.
Pay-Grade System: This is a system in which a salary range has been set and you will be paid within this range based on your experience and the duties associated with the job. However, you can often negotiate within the salary range. The pay-grade system is the most common compensation system encountered.
RESPONDING TO THE OFFER
The Stalling Technique: First,
express appreciation for the offer. Tell the employer that you would like a little
time to think it over and then agree on a reasonable time (24-48 hours). There is
no reason to accept an offer immediately, and most organizations will not expect
you to. But, you only have one chance for a counter-offer so your next step is crucial.
When you talk to the employer again, do it in a way that suits you. If you’re very good “thinking on your feet,” make an appointment to sit down with the employer and talk. If you’re better at writing, carefully outline your qualifications and why you believe you should start at a higher salary than was offered. Sell yourself by stating what benefits there will be to hiring you, such as quickly solving a current problem, the fact that you already have a degree, etc. Fax the letter to the employer and ask him to call you back so you can discuss it.
Accept on the Spot: If you're
happy with the offer, there is no reason not to accept it. Thank the employer for the
offer, and then ask that the offer be put in writing. Do not interview for other jobs
in the meantime. Reject all other offers by telephone and follow-up with a short letter.
Never renege on an offer you have already accepted.
Reject the Offer: Express your
thanks for the offer and for their confidence in you. Say something positive about
the employer but tell him that you don't feel the job is a good fit and that
you are currently considering other offers. Send a follow-up thank you note because
you never want to burn any bridges!
LOW OFFERS - WHAT TO DO?
If an employer makes an offer that is below
your expectations, don't overreact with a verbal display. You might start the
conversation by asking what the benefits include. Then, use one of the following
approaches to begin the negotiation process:
Approach 1: "I am
very interested in the position, but I would like to discuss the salary
you are offering."
Approach 2: "I am very
interested in your company. Thank you for the job offer. How much flexibility
is there with this offer?"
When using either approach, be certain to
support your case by stating your skills, the average salary range for your level
of experience in your field, and the average salaries for people at your level in
your field based on your research. It is best to let the employer respond and then
continue the discussion from his/her lead.
Based on an employer's compensation
guidelines, you may not be able to negotiate a higher salary. However, you
may be able to increase your compensation in benefits. Negotiable areas often
include: vacation time (it's often increased for more senior employees),
educational reimbursement, and salary review (you might negotiate a salary
review after three months rather than six months or a year). Remember, you
may be negotiating with the person who will be your supervisor. Stay polite.
Try to make it a win-win situation.
ASSESSING THE OFFER
Consider the pros and the cons of the offer.
It may help to create a chart. A chart may also be helpful if you have had more
than one offer and you want to compare and contrast the merits of each offer.
GET IT IN WRITING!
It would be nice if everything discussed
would actually occur, but unfortunately it doesn't always happen that way. To
avoid problems in the future, ask for a letter of employment which states all
the employment conditions agreed upon, (i.e. salary and benefits as well as a
thorough job description). This way, if there is confusion at a later date,
you will have a written document to refer to stating the conditions under which
you were hired. This document is especially important if the conditions of your
employment differ from normal company policies.
NO FEAR
If you try to negotiate, your job
offer will not be rescinded by the employer - even if the employer cannot
negotiate back. If a position is acceptable to you as it is offered, you
should not feel like you must negotiate.
