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Job Offer & Salary Negotiations


134 Mary Gates Hall (206) 543-0535 www.careers.uw.edu



Employers concerns Negotiations timing and strategies Scenario Negotiation Tips Employer turn offs Cautions Comparing offers Acceptance and follow up Further info

Salary Negotiations
The idea is to approach the issue as if problem solving with both you and the interviewer working for the same objective - fair compensation Express appreciation and acknowledge the interviewers investment of time and effort


Employers Concern
The employer is mostly concerned about
a) getting you at a bargain b) what you need to survive c) finding a good match regarding your value and the position at a fair salary d) whether you fit into their budget c) finding a good match at a fair salary


Employers Concern
How can you be valuable to me?

Ways to demonstrate value and worth Strengths, accomplishments and results in ... academic coursework and projects, jobs, internships, student organization experience, volunteer experience, activities

Added Value Items

Special skills and training
related course projects research

Related experience
internships, co-ops, jobs

Hot Jobs
high demand in labor market

University Reputation
increase for better programs

All dependent on company needs and labor market conditions


Discussing Salary
The best time to discuss salary is
a) before the job is offered so they see the bargain you are b) after the job is offered c) at the end of the first interview d) best not to discuss and just take what is offered

b) after the job is offered


Researching Salaries
NACE Salary Survey
Web Resources
www.jobstar.org/tools/salary/index.htm www.quintcareers.com/salary_negotiation.html www.payscale.com www.salary.com

UW Libraries

Books and Guides Vault Online Career Library


When to Accept?
The best time to accept a job offer is
a) b) c) d) e) as soon as you get one during the second interview after you get all your offers after you have had time to think about it within one week of receiving it

d) after you have had time to think about it


Got the Offer?

Once you have accepted an offer
a) you can ignore it if a better job comes along b) you keep looking for other jobs to get the employer to raise their salary c) you stop your job search d) you jump up and down and say Yes!

c) you stop your job search



Tom has been interviewing with several companies and has received a job offer from a smaller local firm that would allow him to work on a variety of projects, develop new skills and continue taking courses at the UW. The company has given him one week to review their offer. During that week Tom interviewed with another large well-known out of state firm that would look good on his resume. At the end of the week he had not heard from the large company, so he accepted the job offer from the small local firm. A half hour later he received a call from the large company offering him a job at $10,000 more annually plus 2 months signing bonus.

Whats at risk here? What are other options?



Second Thoughts?
If you accept an offer and back out
a) the recruiter will forgive and forget b) you can reapply later and it wont matter c) the recruiter may remember you and think less of your integrity d) you may likely never be able to work for that company e) your reputation in the industry will be diminished c, d, and e) your integrity and reputation will be impacted and the company wont likely hire you in future



What Does It Cost To Hire?

The average cost-per-hire for a company is approximately
a) b) c) d) $1,000 $4,000 $6,000 $10,000

c) $6,000 though could be more than $30,000 depending on the level of the position
Source: National Association of Colleges & Employers, and Electronic Recruiting Exchange



Salary Negotiations
Emphasize fairness and trust
Both parties are working towards the same goal fair compensation



When Do You Negotiate?

Getting the job offer before you discuss salary gives you more leverage

After the final interview employers may extend an offer in person, or by mail, email or phone The actual negotiations may take only a few minutes Be prepared research salaries

Salary Negotiation Tips #1

Get the employer to name a pay range (the top and bottom of a salary scale) at the start of the negotiation. This should happen AFTER a job offer has been made. If an employer asks about salary before the job offer, keep the emphasis on the job match :

Employer: What kind of salary are you thinking of?

Applicant: If you dont mind, before we discuss salary, Id like us both to see if the position is a good fit for me and for your organization. If its right for me, and for your organization, then I feel sure we can agree on salary. Is there more about the job that you can tell me?

Salary Negotiation Tips #2

If an employer insists on trying to discuss salary before there is a job offer, ask for the salary range before you commit to anything:

Employer: If you are too rich for our blood, theres no point in taking more time. How much money do you want? Applicant: What is the salary range for this position?

Salary Negotiation Tips #3

If an employer offers a range that is below what you feel you are worth, you might say:

I think you will find Im worth more than that, but Im willing to go on talking if you are. Perhaps the job description could be modified to make higher pay reasonable; or I might have to lower my sights at this time because of benefits I dont know about in the future. This does seem to be the kind of organization in which I would like to contribute. How can we make this work?

Salary Negotiation Tips #4

If you feel that the salary range is reasonable and that your talents have been fully appreciated, you could reply:

I think you know you can depend on me and that my skills are valuable. On that basis, I believe I am worth close to the top of the range. What do you think?
Use silence at this point. The employer needs to respond.
Employer: We always start newcomers at the bottom of the range. Applicant: I can understand that. But I think I bring more experience and skills than the typical newcomer. Im sure you will find Im worth placing in the top half of the range. How could we make that happen?

Salary Negotiation Tips #5

Even if the employer comes back with something lower, keep talking about what you are WORTH, not what you need.
Remind employers of your background and skills, and that they are worth something more than is being offered. Your worth must be not only demonstrated, but consciously known by an employer before it is truly valued.

If you cannot get an employer to offer a salary increase, remember that there are other things for which you can negotiate: conference money, professional development, more vacation time, bonuses, etc. You can also negotiate for a review and possible raise sooner than is normal for that position.

Salary Negotiation Tips #6

If an employer offers you the job, but no salary has been discussed:

Employer: We like what you have to offer. When can you start? Applicant: I feel I would like to work with you. I could start next week. What is the salary range for this position? (Employer gives range.) I think you know that you can depend on me to hit the ground running, and on that basis Im worth close to the top of the range. What do you think?

Another Strategy: Negotiate for the Future

When the money is not up to what you feel you are worth, you might negotiate for an early review and pay increase, perhaps at the end of the initial probation period. Applicant: You know, the salary you offer is less than what I have been earning. I feel thats because you havent had a chance to see my skills in action yet. I believe it will take no longer than three months for you to see the caliber of my work. Under those circumstances, I would like to propose that my work be reviewed in three months and that I be given an appropriate pay increase if that is indicated. Do you think that could be done?

What to Negotiate
Most negotiable
Paid time off Relocation Flex time Additional training/schooling

Other negotiable items



How to Keep Negotiations Going

Ask questions
What do you think? How can we make this work? What is the salary range for this position?

Why cant you pay me more? I need more to live on



Employer Turn-Offs
Comparing their offer with other company offers to other students
Especially if only small differences: ($1,000-$2,000)

Applicants who are focused only on money and try to negotiate every item
Negotiating performance review dates different from company policy



Cautions and Caveats

You might be happy with first offer Asking Is it negotiable? if not sure Be aware of monetary and cultural cues Use caution with email salary negotiations Think before you speak How you negotiate sets the tone for how you enter the organization



Comparing Offers
Financial - salary, bonus, stocks, relocation expense, retirement plans
Benefits - medical, dental, other insurance Challenging projects Growth - training and development Other - conference attendance, vacation and other leaves, flexible hours, on-site amenities



Acceptance & Follow-up

Get job offer and salary in writing
Acceptance/Withdrawal letters in Career Guide (p.25) Acceptance remorse
attitude no regrets

best decision at the time based on information you have consider your own integrity and ethics

Further Information
Web Resources via Career Center website UW Odegaard Library Career Section CollegeGrad.com
Under Offer Click on Salary and Negotiation

Salary.com PayScale.com Glass.door.com


Job Offer & Salary Negotiations

Thank You!
134 Mary Gates Hall (206) 543-0535 ccscnslr@u.washington.edu www.careers.uw.edu