Career Success Guide

Offers & Negotiation - Salary Negotiation

SALARY NEGOTIATION

The actual negotiation conversation usually happens live (in person or over the phone) to allow for both parties to pick up on nonverbal cues; e-mail is less ideal, but some students have had success using e-mail too. Plan what you want to say in advance and practice it aloud. Use these steps as a framework for your discussion.

#1 Say Thank You • Thank them for the job offer • State your genuine interest and enthusiasm in the position • Explain how your skills match the qualification and employer goals

#2 Build Your Case • Based on labor market and/or cost of living • Based on other job offers you have received • Based on shortage in the field (supply & demand) • Based on previous experience in the field (co-op, polytechnic university)

#3 Ask For It • Explain salary or benefit request in high detail • Anchor the conversation, provide an exact number or benefit (don’t speak in ranges when negotiating) • When throwing out a number be sure to give yourself enough room for a counteroffer (pad the number a bit) • Don’t get personal. Focus on market value, be firm, kind, and professional. The employer is still evaluating your communication style. Sample Closing Statement: “Again, I am very excited about this position. I believe I will bring value to your organization. I appreciate the offover of $58,000 but I was expecting the offer to be higher based on my research, experience, drive, and high level of performance mentioned above. Could we look at a salary of $65,000 for this position?”

#4 Seal the Deal Negotiation will continue back and forth until a solution is reached! Be prepared to overcome objections by fielding difficult questions. Think creatively and negotiate outside of salary if needed. Be prepared to make a decision. Once you enter negotiation conversations, be prepared to accept the job or decline the position. Get the final offer in writing, review it, and make a decision.

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