Salary Negotiation Techniques
CONGRATULATIONS
- YOU HAVE THE JOB OFFER!
Now what?
The following are a few points to
consider on negotiating salary.
1. You are in the best position
to negotiate a salary after you receive the job offer, but
before you accept it.
2. Not all job salaries are negotiable.
3. It is considered unethical to accept a job and
salary and then immediately try to renegotiate the salary.
4. To figure out the amount to negotiate, do your
homework:
a) Identify the salary median
and range for that type of job. In the Career Center Resource
Library you can find the National Association of Colleges and
Employers (NACE) Salary Survey. This publication is put out
several times a year and offers salary information for entry-level
jobs.
b) There are also resources on the Internet that
may help. To negotiate with facts is to negotiate with strength.
BE REALISTIC!
c) Think about your salary requirements, including
rent, other financial obligations (loans, etc.), and the cost of
living in your geographic area. What amount must you have to live
on?
5. The decision to negotiate is yours. As your
career within that organization continues, your salary is not likely
to increase rapidly. It is more difficult to negotiate for a large
increase in pay once employed than it is to negotiate for a higher
initial starting salary. To decide, go back to #4 and do research.
6. Try not to give your salary requirements before
being hired. Say "negotiable," but know that on occasion you may be
pushed for an amount. If so, give a range based on your research.
This will allow room for negotiation when you do receive the offer.
Also, consider the "total compensation package" when giving a range.
For example, a lower salary may be more acceptable if health
insurance, vacation, retirement, and tuition benefits are generous.
7. If you try to negotiate the
salary and are unsuccessful, remember that you can still accept the
position at the original offer
To negotiate: When offered a
position, try not to accept it on the spot (again, the decision is
yours. There may be times when an immediate acceptance is warranted,
e.g., you have all the details of the job and you’re thrilled!).
Instead, be enthusiastic about the offer, but ask for time to make a
decision. In general, the more likely an employer is to hire recent
college graduates, the more likely you are to get a reasonable length
of time to decide.
Use the time to gather information
as recommended in #4 (if you haven’t already done so.) Remember, you
need to not only know the salary, but also the benefits, vacation,
health insurance plan, and any other financially related information
that will affect your decision.
If you want to negotiate, be upbeat
in your interactions with the organization. Salary negotiation can be
a lesson in assertiveness training; if you are uncomfortable at the
thought of negotiating, practice your technique and what you will say
with a friend, family member, or a career counselor first.
Remind the organization, without
seeming overly confident or arrogant, of what they will be getting -
what will you bring to the job?
Here are some lines you may
incorporate (there is no one right way to do this):
"I am very interested in your
offer. I believe the position is an excellent match for my skills
and experience. Is there any flexibility in the starting salary?"
"Is the salary negotiable?"
"I’m thrilled to have the offer;
I was hoping for $_____."
"Having read articles, I
know/learned the median salary for _____ in New York is ____."
"Can I let you know on ____
(date)?"
"I was hoping for an offer in the
range of $____ to $____."
Remember, the employer will
probably choose a number at the low end. Books recommend you choose a
low end number that is 3-10% above what you’d really accept.
Good luck! And remember – Career Center
counselors are happy to talk with you about your negotiation strategy. |
