Negotiate an offer

Rather than turning down a sub-optimal offer, you may want to consider negotiating terms with the employer. Any job offer may have room for negotiation, although major changes in terms are more likely in upper management positions.

Some job offers are non-negotiable, so you would need to decide whether you are willing to accept the offer as presented. If the offer is negotiable, be clear about the critical issue/s, and whether you would refuse the job if terms do not change. 

If money is the issue, research the salary for the position in your location, and identify the range you will accept. Having a range allows for compromise, such as benefits that add value, like free parking or tuition assistance.

Remember negotiation is a collaboration where you and the employer both want a positive outcome. If necessary, you can accept the offer as presented or thank them for their offer and respectfully decline, without burning any bridges. If you choose to decline their offer, walk away with confidence that other employers will also see the value in your skills, experience and education. 

Negotiating strategies

Negotiate in person: A face-to-face discussion allows you to make your case and address potential objections on the spot. If you think an offer may be made at the end of the job interview, be prepared to negotiate at that point.

Negotiate in writing: While preferable to negotiate in person, there are some advantages to writing: 1) you have the opportunity to word your remarks carefully, 2) the employer gets a chance to evaluate your ideas, talk them over with others, and make a counter offer, and 3) it avoids instant refusal. Remember to keep the letter positive and factual.

Whatever the format, approach negotiations as though you were the employer. Start with the items most important to you and prepare to explain and justify your requested changes to the initial offer. Evaluate where you meet or exceed the job preferences or requirements. Discuss the skills, knowledge, and experience you offer and provide a range that would be in keeping with your ability to deliver on them.

Following are some general suggestions and guidelines on negotiating.

• Always keep a calm, positive attitude and be prepared.
• Negotiations are best conducted verbally (via phone or in person). Once negotiations are completed, be sure to confirm that everything discussed is in your final offer letter.
• Take time to think about the offer and what you expect. Ask for time to consider the offer if necessary.
• Don’t just evaluate salary, evaluate the full compensation package.
• Research the industry trends.
• Know the typical salary for the job in that job market.
• Gather information on the company's culture and promotion patterns, from informational interviews and glassdoor.com.
• Know the bottom line salary and benefits you would accept before you start negotiating.
• Be ready for their counter-offer.
• Consider the base salary, and the benefits you would start from, to project longer term potential.
• Keep your focus on your own requirements, not on what you heard someone else was offered or currently earns.
• Do not ignore job progression. You can compromise by accepting the job at the salary offered and asking for a review sooner than the company normally allows.
• Use your research to help describe the value you would bring. Has the position been vacant? Is there an immediate need for a replacement? Do you possess special skills not readily available in the market?

Example job offer negotiation

Offer states:
Base annual salary of $40,000 
Paid time off of 2 weeks
Stock: 100 shares vest 25% per year
Company discounts: 50% off theme park and movie tickets
Requires relocation

Your review of the job requirements and research has identified that everything is acceptable except the base salary (top priority) and lack of relocation support.

Market range for position as described is $35,000 - 68,000

Remember when having a discussion, be positive and persuasive. Sell the hiring official on why you are worth more.

Example conversation addressing base salary

You: "Hi Ms. Richards, I’d like to thank you for the offer and wanted to see if we could address a few minor changes before I accept. The first area I'd like to discuss is the base salary. While I appreciate the current offer, I’ve done a little research on average salaries in this area, and see for organizations your size salary ranges from $35,000 - $68,000. Since I bring more than 8 years of expertise supervising technical operations and employees, and I possess an Active Top Secret, SCI clearance, I will be able to immediately contribute to the team and operations. I am asking you to consider increasing your initial offer to $47,000 which is more in keeping with the skills and experience I bring."

The employer could provide justification for the initial offer and/or the counter offer. Be prepared to respond.

Employer: "That is the starting salary we offer all new employees, and increases may occur annually during employee reviews."

You: "I completely understand that you have an established starting salary for new employees. Although I am a new employee, I exceed many of the basic requirements and already hold an active clearance that can save time and money as well as allow me to hit the ground running. I am happy to show how I can be an asset to the team if you would be willing to conduct my performance review in six months instead of 12, and, if I meet agreed-upon requirements, then you would consider raising my base salary to $47,000."

Example written negotiation for salary and relocation support

December 2, 2018 
John Jones
XYZ Technical
156 Tech Drive
Atlanta, Georgia, 30030

Dear Mr. Jones:

I am excited about the offer you extended on December 1st, 2018, and look forward to the prospect of working at XYZ Technical. I feel confident I will make a significant contribution to the growth and efficiency of the team over the short and long term. The terms you have described in the offer are acceptable, with a few minor changes.

Base annual salary offered: $40,000 
The research I've completed on comparable salaries in Atlanta, Georgia (job market range $35,000 – $68,000), show that a base salary range of $45,000 - $52,000 would be the market value of the knowledge and expertise I bring to this position. My 8 years of experience overseeing technical operations and supervising technical teams allows me to immediately be an asset to the organization with little to no training time involved. In addition, my current active Top Secret, SCI clearance permits me to engage in operations that are vital to the organization with little to no delay. Based on the above, I would ask you to consider as a compromise, a base salary of $47,000.

Relocation package: none offered
This position would require me to relocate, which I am excited to do, but the full cost of relocation is $9,000. If you could provide a relocation stipend of $4,500 it would greatly assist in expediting the start of my onboarding process.

If you could make these adjustments to your offer, my performance will demonstrate my value. I am prepared to hit the ground running as part of the XYZ Technical team, and I am eager to achieve results for this division.

Sincerely, Leslie Smith