Career Development Guide - Western Michigan University

INTERVIEWING &
NEGOTIATING
50
Negotiating Salary and Benefits
“In a successful negotiation everyone wins; each party should have a stake and gain in the outcome.”
(Gerard Nierenberg)
Prepare
� Know your value – what can you contribute to the employer and the position?
� Know what is important to you – high salary, flexible work hours, travel, learning opportunities, time off, etc.
� Establish realistic goals based on your needs and research – research salaries through networking and online
(www.salary.com).
� Do not negotiate until you have obtained the offer, the interviewer knows your greatest strengths and sees you as a good fit,
and you know how well your duties and salary will align.
How to Defer Salary Discussions
� Clarify the job: “Thank you for mentioning this issue, but before we discuss it, could you first help me fully understand the
scope of responsibilities in this position?”
� Refocus discussion to your qualifications: “I would like us to first make sure that this is a good fit both ways. Until then, I feel
that salary discussions are premature. Wouldn’t you agree?”
� Ask employers what they are prepared to pay: “I’m sure that you have budgeted a fair amount for this position. What sort of
range are you considering?” “My research gave me an idea of what the market offers for this type of position. Would you
mind discussing what your company is prepared to offer?”
� If this does not work, provide a range: “I’m looking for a salary in the range between $35K and 45K a year.” “My research
shows that the fair market value for this position is in the $40K-50K range, and I am comfortable with this range.”
� Allow for a few seconds of silence.
� Acknowledge the offer, but do not negotiate immediately.
� Express enthusiasm about the position and organization.
� Express appreciation.
� Clarify responsibilities.
� Make a case for higher salary based on the value you
bring.
� If you like the salary offered, agree on it and move on to
other elements of the total package.
� Salary
� Frequency of salary reviews
� Job title and level of position
� Flex time
� Vacation
� Most offers are negotiable.
� Be committed to “win-win”
outcomes.
� Be flexible and open to solutions.
How to React to the Offer
Negotiation Meeting
What You Can Negotiate
� Severance pay and outplacement
� Bonus’
� Sign-on bonus
� Car, laptop, phone
� Relocation
Negotiating Tips
� Demonstrate problem-solving skills.
� Remain in the realm of reality.
� Be patient.
� Show interest and enthusiasm.
� Ask for time to consider the offer.
� Ask for literature about benefits.
� Set up a face-to-face meeting to negotiate the offer.
� Propose a range: “I’m very interested in the position, but
I’m a little disappointed with the proposed salary. My
research indicates that the fair market value for this
position is in the $60K – 70K range. What flexibility do
you have?”
� Start date
� Job placement for spouse/partner
� Tuition reimbursement
� Professional memberships
� Training
� Communicate professionally.
� Negotiate in person.
� Get the offer in writing.
Additional resources:
Hellman, P. (1986). Ready, aim, you’re hired. New York, NY: Amacom Books.
Porot, D., & Haynes, F.B. (2000). 101 Salary secrets: How to negotiate like a pro. Berkeley, CA: Ten Speed Press.
Whitcomb, S.B. (2006). Job search magic. Indianapolis, IN: Jist Works.