Career Success Guide

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. Email is less ideal, but some students have had success using email, too. Plan what you want to say in advance and practice it out loud. Use these steps as a framework. Step 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 qualifcations and employer goals Step 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 feld (supply & demand) • Based on previous experience in the feld (co-op, polytechnic university) Step 3: Ask for It • Explain salary or beneft request in high detail • Anchor the conversation, provide an exact number or beneft (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 frm, 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 offer 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?”

Step 4: Seal the Deal Negotiation will continue back and forth until a solution is reached! Be prepared to overcome objections by felding difcult 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 fnal offer in writing, review it, and make a decision.

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