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, the
training you will receive 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, 401K, vacation, stock options,
etc. Be sure you understand the total picture and if
necessary, ask questions-the employer will respect your
thoroughness. Also make certain that you have a full
understanding of the job responsibilities, who you will report to
and finally, the employer's policy on advancement and raise
increases. Remember, some interviews may be granted without a
salary figure mentioned up front; therefore, it is essential that
you are informed about prevailing pay scales to do any kind of
negotiating.
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 why you're worth it, 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 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?" - "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. A slowing economy or a
disappointing year-end sales performance may leave the employer
with little room to negotiate your salary. Moreover, many
trainee programs and government and non-profit jobs generally
provide its incoming employees with a non-negotiable salary.
You must also consider that the person offering you the job may not
have the authority to grant you an additional week of
vacation. 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.
However, 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."
Resources: (1) Handout: "Evaluating Job Offers." and
(2) McMahon, Ryan. "Tips on Negotiating an Amazing Job
Offer." Diversity: Opportunities & Insight.