When a company presents its initial job offer to you, it's only
a starting point. In considering salary offers, your primary
concern should be with the scope of the job and its potential, and
the reputation and future of the company, not necessarily the best
salary offered.
Never accept an offer without knowing the full compensation
package being presented. Explore the benefits including
health insurance, performance bonuses, pension, 401(k), ESOP,
vacation, stock options, etc. Be sure you understand the
total picture. Some interviews may be granted without a
salary figure mentioned up front; therefore, it is essential that
you be informed about prevailing pay scales to do any kind of
negotiating. Also, if you are considering salary and benefits
in another city, be aware of the differences in the cost of
living.
If the salary and benefits package is less than you anticipated,
try to keep the door open. Rather than immediately rejecting
the job offer, take the time to closely evaluate what's being
offered. Before presenting a counteroffer, know what you want
and what your skills are worth in the market and be prepared to
express both clearly and confidently. Highlight your skills,
knowledge and expertise-make them see that they not only want you,
but also need you.
To initiate the negotiation process, you could respond with
either of the following: "The salary is lower than I
expected, but I know the position is right for me. Is there
any room for negotiating based on my qualifications and
experience?" or "Thank you for the offer. I'm flattered that
you have chosen me. However, the salary is less than I had
hoped for, so this is an important decision. Can I think
about it for a few days?"
In some instances, an employer may be unable to offer you more
money-even if they want to. Economic conditions or
disappointing company earnings may leave the employer with little
room to negotiate your salary. Many government and non-profit
jobs generally provide its incoming employees with a non-negotiable
salary. In such cases, ask yourself if you are happy with the
offer as it stands. If the offer is still too low, turn it
down in a professional manner: "Thank you for the offer. The
position is what I wanted. I have thought about this very
carefully and have decided that I couldn't accept the job at this
salary. If you cannot reconsider your offer, please keep me
in mind for future openings."
For more information on salary negotiation, consult the websites
below:
The Job
Search
Highlights articles outlining helpful tips for the negotiation
process
Resumemaker
Twenty-five tips for negotiating your salary
The Bureau of Labor
Statistics
Salary.com
Provides a 'What are you worth?' scale.
Salary Expert
An entire site dedicated to salary negotiation.