Job Offers and Salary Negotiation

Career ConnectionThe Ohio State University1640 Neil Avenue, Second FloorYounkin Success CenterColumbus, OH 43201-2333(614) 688-3898http://www.careerconnection.osu.edu

Agenda for Today

Salary negotiation

Other areas of negotiation

Questions

When to Negotiate?• You are really not in a position to

negotiate until the employer makes an offer

How can I handle questions about salary during an interview?

SCENARIO• If asked: "How much did you earn on

your last job?" Tell the interviewer that you would prefer learning more about the current position before you discuss compensation, and that you are confident you will be able to reach a mutual agreement about salary at that time.

Appropriate questions to ask if salary is brought during an

interview• What is the salary range for this

position?• Does the organization ever pay

higher than the starting salary? If so in what circumstances?

• What is the average salary increase for the position?

• How often are increases given?

Are salaries really negotiable?

Yes, and no.

It depends on the position, the manager, the organization, and your perceived value. • Most entry-level positions have set salaries that are

subject to very little if any negotiation.• Mid-level positions typically have salary ranges of

between 10 and 20 percent (i.e., a job paying $30,000 a year may have a salary range between $27,000 and $33,000).

• Employers will negotiate within the range, but will rarely exceed it unless you are an exceptional candidate.

• Most state and federal government jobs have rigid, non-negotiable salary scales based on education and experience.

In general, the higher-level management and executive positions offer the greatest opportunities for negotiation.

What do I need to know in order to negotiate a salary?

1. Review the collection of salary survey information in your college Career Services Office, Career Connection, and online.

2. Use job listings, which indicate salaries for related positions.

3. Ask your friends and networking contacts.

4. Call employment agencies or executive search firms.

5. Review business and trade periodicals (i.e. the Wall Street Journal and National Business Employment Weekly publish salary updates).

6. Check out the on-line salary surveys through http://jobsmart.org/tools/salary/index.htm

First, determine the market rate salary range for this type of position, in this particular industry:

What do I need to know in order to negotiate a salary?

• Prepare a budget to determine your financial needs.

• Decide, BEFORE YOU GO INTO AN INTERVIEW, what salary you WANT to earn, what you NEED to live on, and what you will be willing to SETTLE FOR.

• Be realistic.

• Practice your salary negotiation skills.

• Document your skills and accomplishments, and be prepared to talk about them.

What do I need to know in order to negotiate salary?• Don't be the first to mention salary during the

interview, and use the negotiating tips (listed in the following slides) when the topic does come up.

• Never say, "I need at least ___ dollars." Provide the interviewer with a salary range.

• Don't worry about what your friends are making, the employer certainly isn't.

• Never lie about your salary history.

• RELAX! It's natural to feel uncomfortable discussing salary.

• Be sure to get it in writing!

The Negotiation: If prepared

• Initial offer will be over the phone• Express your pleasure at receiving the offer and enthusiasm

for the position• Clarify any aspects of the offer as necessary• Express reservations if you have any and ask if there is any

possibility of getting or working out________• If you decide to negotiate salary ask whether there is any

flexibility in the figures and be prepared to give your figure and reasons why

• Be straightforward, matter of fact, and honest = assertive• Do not frustrate your employer and undermine your

credibility• Silence can be effective in face-to-face-negotiations

The Negotiation: If took by surprised

• Express enthusiasm for the position• Clarify offer• Ask any informational questions you

have• Say you will get back to them after

you’ve had a chance to think about information

How can I handle questions about salary?

SCENARIO 1• If asked: "What are your salary requirements?" There

are multiple ways to respond depending on your personality, goals and the situation. Summarize the requirements of the position as you understand them, and then ask the interviewer for the normal salary range in his/her company for that type of position. Or, respond with “My research indicates that the typical salary range for this position is $_______ to $_______. I feel that, in light of my _______ (qualifications, education, experience, accomplishments), I would be qualified for a salary around $_______ (tighter range within the original range).

Reasons you might include for why you believe you deserve that amount

• The amount of experience you bring to the position

• Specialized skills that you posses• Another employer is recruiting you

and they have offered that amount

How can I handle questions about salary?

SCENARIO 2• If told: "The salary range for this position is

$22,000 to $27,000, is that what you were expecting?" Tell the interviewer that it does come near what you were expecting, and then offer a range which places the top of the employer's range into the bottom of your range (i.e., I was thinking in terms of $27,000 to $32,000). Remember: be sure that the range you were thinking about is consistent with what you learned about market rate for that position.

If offer is unacceptable

I am very interesting in working for this company; however, at this point I am not able to accept the offer because ___ (state specifically what is missing: is it the amount? Insurance coverage? Business travel requirements? I will be happy to accept this position. Are you in the position to meet my request?

Or if really want the job:What can I do to become more valuable?

Other areas of negotiation

• Vacation time • Sick leave• Personal leave

• Bereavement leave• Maternity/Parental leave

• Retirement plans (e.g. 401K)• Unpaid leave• Severance Pay (termination)

In addition to negotiating salary, you may want to consider the following benefits as additional areas of negotiation:

Other areas of negotiation

• Desirable office • Technology or special equipment

(e.g. computers)• Company car• Bonuses• Child care

Other areas of negotiation

• Flexible work arrangements• Work setting (e.g. working at home)• Flexible work time

• Relocation expenses / cost of living adjustments

• Tuition reimbursement• Training programs

Other areas of negotiation• Job title (e.g. office manager vs.

administrative assistant)• Leadership role within the

organization• Procedures for reporting to others• Stock options• Professional development funds

• Professional membership dues• Costs of attending conferences

Negotiable Conditions for Academic Jobs• The amount of time you’ll have to decide on this offer• Your starting date (including deferment in order to take a postdoc)• Reduced teaching load (common for first year)• Lab facilities and equipment• Your own computer or easy computer access• Money for new libraries resources (including files, slides, CD’s)• Summer research support• Travel funds for conferences• Early (or extended) sabbatical or leave (including parenting, if

relevant)• Early (or delayed) tenure review• Extra T.A (s) or R.A (s)• Extra secretarial assistance• Office space/location• Parking• Moving Expenses• Benefit package: health, life, disability, tuition, and retirement

(available for spouse and dependents), on-site day-care, spouse employment assistance, pharmaceutical plan

• Assistance in finding and sometimes financing housing• Assistance in finding spouse employment

Negotiations Academic Jobs

• Look for mutual gain, common interests• Chair is sympathetic to your need to publish, but has no

money for course reductions this year. How about more T.A.(s)? or less demanding courses? Or more summer research money? Or a reduction of administrative or departmental duties?

• Suppose you know you will not have time to prepare courses for fall (e.g. you’ll be too busy finishing dissertation, or perhaps you are expecting a baby). Can you work out a semester’s maternity leave? Find a substitute? Schedule all your courses or better– a reduced load in the 2nd semester?

Last thoughts…

• Get offer on writing • If you are not going to accept,

explain why as tactfully and honestly

• Reiterate your positive impressions and your regret that the job didn’t work out

• Write a follow-up letter as well

Useful Websites • http://www.careerjournal.com/jobhunting/negotiate/

• http://jobsearchtech.about.com/careers/jobsearchtech/library/weekly/aa101298.htm

• http://www.collegegrad.com/offer/index.shtml

• http://www.salary.com/salary/layoutscripts/sall_display.asp

• http://hr-guide.com/

• http://www.acinet.org/acinet/select_occupation.asp?stfips=&next=occ_rep

• http://www.erieri.com/• www.homefair.com

• http://lmi.state.oh.us/wages.htm• http://chronicle.com/stats/aaup/