Negotiating the Job Offer

Amy L. Pszczolkowski, MSAssistant Dean for Professional DevelopmentThe Office of the Dean of the Graduate SchoolPrinceton UniversityAugust 2019

Agenda• Pop Quiz• Why Negotiate?• Interview & Negotiating process • Thinking about Negotiating• Preparing for Negotiating• Practice• Q&A

Pop Quiz

1. I expect to talk about salary during the first interview.

2. I need to immediately accept a salary offer.

3. I should always negotiate a salary higher than I am offered.

4. I know what I am worth in comparison to others in today�s job market.

5. I know where I can find salary information for my particular position.

6. I know what to say if the interviewer asks me �What are your salary expectations?�

7. I know what questions to ask during the interview in order to get information about salaries in the interviewer’s organization.

8. I know how to use the “salary range” to strengthen my negotiation position.

9. I know how to use silence to strengthen my negotiation position.

Why Should You Negotiate?

�100% of employers believe it’s acceptable to negotiate offers

�90% of employers offered less because they expected to negotiate

�90% of employers want their applicant to accept and be happy

But. . . only about 25% of job applicants actually negotiate

Copied with permission from “The Art and Science of Negotiation” Rebecca Bryant, PhDGraduate College, University of Illinois

Women Don’t Ask

From: Women Don�t Ask, Babcock and Laschever, 2003

What gets in your way?

� Fear of conflict or anger

� Fear of the employer�s power

� Fear of negotiating poorly

� Feeling of unworthiness

� Embarrassment

Adapted with permission from �The Art and Science of Negotiation� Rebecca Bryant, PhDGraduate College, University of Illinois

Common Errors in the Job Search Process

� Failure to prepare for the salary question

� Prematurely worrying and talking about salary

� Focusing only on the gross salary figure

� Quickly accepting the first offer given

Interview Process

2. Salary Discussion

3. Job Offer

1. Interview

Salary Negotiation Tips for Professionals, Ron and Caryl Krannich

4. THEN SALARY NEGOTIATION.

Example A

Interview Process

2. Job Offer

3. Salary Discussion

1. Interview

4. THEN SALARY NEGOTIATION.Salary Negotiation Tips for Professionals, Ron and Caryl Krannich

Example B

A Sample Negotiation Process

3. Ask questions, research

and evaluate

1. Receive Offer

2. Contact other potential employers

9. Accept or rejectoffer

8. Get terms in writing 7. Receive response

6. Wait

5. Negotiate

4. PrepareCounteroffer

1st Step: How much can I negotiate in this Economy?

YOU• Is this job right for me? Can I do it? Will I like it?

Leverage• Are my skills in demand?

Market Value

• What is my job worth?

What’s Important to You? Academic Options

• Salary• Location of univ./college• Size of lab• Start-up money• Tenure clock/family leave

policies • Relocation assistance• Equipment – computer, etc.• Technicians• Travel support• Graduate assistants• Benefits – out of pocket expenses

• Length of contract• Summer support• Teaching load• Lab set-up• Lab supplies• Administrative support• Advising & Service requirements• Childcare facilities/back-up care• Housing options• Partner assistance/hiring

What’s Important to You? Outside The Academy

• Base salary• Time off (Vacation, Personal leave)• Signing bonus• Annual bonus• Flex Time/Telecommuting/Job Share• Professional Development• Equipment – computer, cell phone, PDA• Workspace – office• Maternity/paternity leave• Salary review policies• Health benefits – out of pocket• Life insurance – out of pocket

• Relocation assistance• Equity in company• Stock options• Dental and vision• Disability• 401K matching program• Tuition reimbursement• Retirement program• Childcare facilities/back-up care• Memberships• Fitness/wellness programs• Concierge services

2nd Step: Do your Research

Online Resources for Salary Research • Salary.com• Careerjournal.com• NACE Salary Survey• Vault.com/salary• Wetfeet.com• Bureau of Labor

Statistics• Payscale.com• Salaryexpert.com

• Chronicle of Higher Education- AAUP salary survey

• Fedsmith.com –• Guidestar- nonprofit • Bureau of Labor Statistics • Glassdoor.com –• Workopolish –• Survey of Earned

Doctorates

3rd Step: Talking about your salary requirements

“What are your salary requirements?”

Possible Responses

§ I would consider salary to be part of a total compensation package. Would you share with me your organization’s compensation plan?

§ I would be interested in knowing the range that you have established for this position.

§ My salary will be directly related to my contributions to your organization. What is the salary range for this position?

Projecting Confidence

• Research, research, research• Negotiate in person or by phone• Sit up straight• Don’t fidget• Speak slowly• Be firm• Moderate your tone• Project your voice

A Woman’s Guide to Successful Negotiating, Lee Miller and Jessica Miller

Practice

• You have received a salary offer and after extensive research and analysis of your financial situation, you would like to ask for $10k more in base salary based on your experience which directly relates to the position.

• 1. determine your case for asking for more• 2. practice your ‘ask’ with a partner• 3. get feedback and practice it again

Feedback/Reflect• How difficult did you find answering this question?• Did you choose a particular style of response?• Was that style comfortable for you? • What emotions did you feel?• What did you learn about yourself through this process?• What feedback did you receive from your partner?

Negotiating Final Tips

• Be sure to thank the employer for the job offer. • Negotiate with the decision maker• Be prepared to discuss your value to the organization• Be prepared to talk about specific accomplishments which

substantiate your value to them• Be sure to get the final commitment in writing. • If you decide not accept the offer, send a thank you

anyway.