Penn State Graduate Student Career Guide - Biomedical Sciences ...

46 CONSIDERING AND ACCEPTING JOBS OFFERS
Penn State Grad Student Career Guide
2011
2012
Job Offers and Acceptances
Negotiating Job Offers and Compensation Packages
Students who are entering the job market
often find that negotiating job offers
is the most difficult and stressful part
of the job acquisition process (at least
a close second to the job interview).
Our experience is that graduates find
the process difficult for a few common
reasons. First, they may feel tense and
nervous about engaging in a competitive
interaction with a potential employer.
Second, they don’t want to offend the
employer and potentially have the
employer rescind the job offer (this
rarely ever happens). Lastly, they don’t
have the knowledge and information
necessary to confidently engage in the
negotiation process. To help you with
overcoming some of these common
perceptions and obstacles, we have provided
you with a few useful strategies.
Adopt a Win/Win Mindset
When it comes time to negotiate offers
with potential employers, it is important
that you develop a win/win orientation.
The ultimate goal is to achieve an
outcome that is pleasing to both you
and your employer. The goal of your
potential employer is to gain a valuable
new employee who will add value
to their organization at a “reasonable”
cost. Your goal is to gain employment
with a desirable company where you can
add value and be fairly compensated for
your talents and efforts. Okay, so these
goals are not all that different right? It
is our belief that if you approach your
negotiation with the attitude that you
want both teams to get something out of
the interaction, and that it’s not an issue
of “I win if they lose” (or visa versa),
then you are in the right frame of mind
for moving forward.
Negotiation Is Not a Bad Word
Life is about compromise and negotiation.
You do it unconsciously every time
you bargain with your friends about
whether to go out for pizza or burgers,
go to the pool or to the pool hall. The
point is that you need to express yourself
in a persuasive way that accurately
and informatively communicates your
wants/needs without offending the other
party. In most cases, employers expect
some degree of negotiation. Recruiters
are well trained in the art of negotiation
and they deal with it on a daily
basis. It’s not the fact that you decide
to negotiate that irritates potential
employers, it’s the manner in which you
negotiate that can make the difference
between a satisfied employer and an
irritated employer. As with any interaction,
be respectful, understand that you
may have to give a little to get a little
(remember win/win), and always express
appreciation that you have received an
offer of a job.
Timing Is Key
It may seem like it’s common knowledge,
but people still make the mistake
of talking money and benefits too soon
in the process. The time for negotiation
occurs at the point that you have
been extended an offer of employment,
no sooner. Conversations about money,
benefits, and other potential perks
should wait until after it’s clear that they
want you as an employee. Prior to this
point, the focus should be on explaining
how you can add value to their organization
and on obtaining information about
the specifics of the actual job and the
organization. The company should get
the impression that your primary focus
is on your investment in their organization...the
money will follow.
Do Your Research
You stand a better chance of having
a successful salary negotiation if you
present a well-reasoned position that
is backed up by data and compelling
information. The pieces of information
that are potentially useful to you are
the average salary of employees in your
occupational area, the salary adjustments
that occur due to geography,
typical salaries earned by graduates of
your same program, and typical salaries
earned by someone with your level of
education, background and skill. There
are many resources on the Internet and
in the Career Information Center that
can provide you with useful salary information.
A few of the more useful websites
for salary information are: