How to Successfully Negotiate a Job Offer
Negotiating a job offer, including salary, benefits, start date, hiring bonus, and relocation, is a critical part of the job search. The goal is to achieve a satisfactory agreement for both parties involved.
Reasons to Negotiate Your Salary
It is appropriate to negotiate if you believe your skills are worth more than the salary and benefits being offered. Here are some reasons to negotiate your salary:- You have specific skills relevant to the position that are above and beyond what a typical candidate would have.
- You are relocating to a community with a higher cost of living, and the offered salary does not meet your minimum threshold of living requirements.
- The salary offered is significantly below the average paid to other candidates with your qualifications.
Identify the Right Person and Communicate on the Phone
When beginning negotiations, identify the person with whom you should communicate. This may be the hiring manager, human resources professional, search chair, department head, or dean. Always communicate on the phone because negotiations go more smoothly when voice inflections can be heard.Know Your BATNA
One concept to keep in mind when negotiating is your Best Alternative to a Negotiated Agreement (BATNA). Having multiple offers or the ability to say “No” is extremely powerful. However, creating a bidding war between competing offers with only the intention to take the highest offer is bargaining in bad faith.Have a Rationale for Your Position
When making a counteroffer, have a rationale behind your position. For example, "I understand I’m asking for a $7k increase, but these types of positions are traditionally filled by bachelor-level candidates. I’ll already have my master’s by the start date and can bring additional skills that won’t require an extended training period."Be Professional
When negotiating your salary, it's essential to present yourself in a professional manner. Remember, you'll be working with or for these individuals, and your behavior during the negotiation process can affect your future interactions. Maintaining a professional attitude highlights the valuable skills you bring to the job and sets a positive tone for the conversation.Avoid bringing up personal financial needs during the discussion. While it may be tempting to mention student loans or the need to purchase a new car, these reasons are not valid justifications for an employer to increase your salary. Focus on highlighting your qualifications and the value you bring to the organization, rather than personal financial concerns.
Ask Questions Instead of Making Demands
Facilitate negotiations in good faith by posing a request as a question rather than demand. For example, “The salary you’re offering is $X. I found that the average salary for that job in this city is more around $Y. Is there any way we can get closer to that number?”Reframe Your Counteroffer as a Benefit for the Employer
Reframe your counteroffer as a benefit for the employer. For example, "For the first academic year, I want to make sure I can get my research program up and running, which is one of the things you were really aiming for with this new tenure line. I believe having a 3-3-2 teaching load that first year will really help me focus on getting that program up and running. Once the foundation is set, a 4-4-2 load is more manageable."Look for Creative Solutions
If an employer is unable to increase salary, look for creative solutions. For example, ask if you can be evaluated at six-months for a merit increase.Dos and Don’ts of Negotiation
Here are some dos and don’ts to keep in mind when negotiating:DOs
- Conduct market salary research before an interview.
- Research the cost of living in your new city.
- Thank the person for the offer and ask if any part of the offer is negotiable.
- Have up-front planning, preparation, and goal setting.
- Identify the right person and communicate on the phone.
- Remember that negotiating a job offer is about finding a mutually satisfactory agreement for both parties involved.
DON’Ts
- Initiate salary discussions. Let the employer bring up the subject.
- Be the first to mention a salary figure. Let the employer establish the first benchmark.
- Bargain in bad faith.
- Create a bad impression with your potential employer.
Negotiating your job offer can be a daunting process, but it can also be a worthwhile endeavor. Remember to keep in mind your BATNA, identify the person with whom you should communicate, have a rationale behind your counteroffer, avoid bargaining in bad faith, and look for creative solutions.
Additionally, conducting market salary research, determining your minimum living requirements, and reframing your counteroffer as a benefit for the employer can all help you make a strong case for yourself during negotiations. With these tips in mind, you can approach your negotiations with confidence and increase your chances of achieving a successful outcome.
Additionally, conducting market salary research, determining your minimum living requirements, and reframing your counteroffer as a benefit for the employer can all help you make a strong case for yourself during negotiations. With these tips in mind, you can approach your negotiations with confidence and increase your chances of achieving a successful outcome.