Salary Negotiation Tips

Job Offer

A job offer is a comprehensive package, not just your salary, the employer extends. It can include the following benefits:

Know when to negotiate:

Negotiate only when you feel you are not being offered what you and the job are worth
Do not negotiate just for the sake of it
Do not negotiate until an offer is made
Understand the economic and company climate

Know your strengths:

You have more negotiating power if you have:
- Relevant work experience (includes internships or summer jobs)
- Technical expertise that is highly sought‐after
- Graduate degree in an area of expertise
- Written job offer from another employer that provides a higher salary (use only if you have not already accepted)

Know what you want:

Consider other elements of your compensation package in addition to the salary

Know what you’re worth:

Things you need to consider/research:

Resources for salary research:

You want to put off the salary talk until you have a firm offer
Let the employer bring up the salary question first. Once you have had the opportunity to demonstrate your qualifications, you’ll be in a better situation to discuss your salary

On the application:

An employer may ask the following as a screening device on an application:
- Salary requirement - how much you expect to get paid
- Salary history - how much were you paid in the past
Possible application responses to salary requirements:
- Provide your salary requirement
- Provide a wide salary range
- State that you “expect competitive or fair compensation”
- Express your salary flexibility
- State that you would prefer to discuss salary in an interview
- Give your salary history instead

In the Interview:

If asked about your desired salary during an interview, you should express the following
- Your interest in the opportunity
- Your expectation to be paid in line with market conditions and your experience level
- Your willingness to discuss salary history once you and the company decide you’re the right person for the position
If pressed for a response, provide a salary range, not a specific dollar amount

Once you have a job offer, you should consider several factors:

Thank the interviewer for the offer and express your interest in the company and position but ask for time to evaluate the offer
Take some time to think it over; it is customary to ask for 24‐48 hours to review the offer

The counter proposal:

Can be done in person via a phone call (or by letter/e‐mail)
Use your best judgment
It is up to you to demonstrate why you are a value to the company and why you are worth the added investment
If salary cannot be negotiated, consider negotiating other aspects of your benefits package

Throughout the negotiation process, make sure to continue to sell your skills and experiences
Never make demands – keep the tone conversational instead of demanding
Avoid continuing making counter‐offers multiple times; after you have negotiated what you feel is appropriate, either accept it or decline it; remember, offers can still be rescinded
If you do not plan to accept the offer at any time, do not begin the negotiation process as it is a waste of your time and the company’s time