Careers in Transition, LLC

Three Job Offer Options

1. Stall
First and foremost, express appreciation for the offer. Tell them that because this is such an important decision you would like to ask them for some time to carefully think about your decision. Agree on a reasonable time frame to get back to them with your decision. There is no reason to accept an offer immediately, and fortunately most organizations will not expect you to accept an offer on the spot. Realize you have only one chance to make a counter offer. Know what you will do if the employer will not move in terms of the offer. It does not hurt to ask for what you want, but realize the employer may say no. (It's a small world, and you don't want to burn any bridges you may need in the future.)

2. Accept
Show your appreciation for the offer. Ask the employer to confirm the offer in writing. Do not interview for any other positions. Reject all other offers by telephone and then with a short letter. Never renege on an offer you have already accepted. Report salary offers and job acceptances to your university career center (this information will be kept confidential). (You never have to accept a job when it is offered on the spot.)

3. Reject
Again, express your appreciation for the offer and for their confidence in you. Say something positive about the employer and be diplomatic. This can be done by letter and is a professional way to conclude your interactions even if you have already said it verbally.

Most employers will not discuss the issue of pay until they have decided to hire you.

Step #1: Perform Research On Your Salary Worth
Start by taking a good look at your own salary requirements as well as developing an understanding of what your skills are worth in the market. Keep in mind that your paycheck after taxes is approximately 28 percent less than your gross monthly salary. You do not need to tell anyone your salary requirements, Doing your research on salary ranges for a field provides you with a foundation on which you can make decisions. In order to know if the offer is reasonable, you need to have a rough estimate of your requirements. Research the career field and position to find a good salary range approximation. Salary range information is available from a variety of sources including your university career center, professional journals, and the U.S. Bureau of Labor Statistics. Consider your range in terms of low/middle/high. If you are considering salary and benefits in another region or city, be aware of the differences in the cost of living. Everything is negotiable, but the person with the most information typically wins.

Step #2: Price Screening
Try to avoid discussing salary until an offer has been extended or at least you get a chance to meet the employer. Wait for the employer to bring it up. When an interviewer asks for a salary history, he/she is interested in establishing a starting point for negotiation and wants to know if you are within their range. When employers begin speaking with you, they are typically in the budget stage. They seek to spend as little as possible. The first inquiry may come in the form of an application. When completing application forms, be sure to use "open," "negotiable" or "competitive." Avoid stating a specific figure or basing your desired salary on your current salary level and thereby getting screened out of the process. Employers like to spend their time interviewing candidates whose salary requirements fall in line with what they can pay for the position.

When stating a salary range, use the top figure of the employer's stated salary range, and extend the range to approximately 5 percent to 15 percent above. This shows that you are near their price range but interested in somewhat more compensation. If you must state your present salary, consider describing your salary history by stating the percentage increase in salary each year or with each job change. This way you do not have to mention any yearly salaries.

Step #3: Practice Negotiating
If you practice what you will say, it can benefit you financially. When negotiating, aim for the top of your estimated salary range, but be prepared to accept less. Many large employers either have formal pay structures or set entry-level salaries at fixed levels and are therefore not negotiable. Most employers try to hire above the minimum and slightly under the midpoint.

Step #4: Practice What to Say
Avoid being confrontational; be reasonable in your approach. The outcome should be a win/win situation. Reiterate that you are very interested in working for the employer and you want to find a way to work this out. Remember the first person to set a price typically loses. Practice is key. You can state that your preference is to focus the discussion on your competitive market value rather than your salary history or current earnings. You may want to state "at present my salary requirements are negotiable within the range of high twenties to low thirties initially."

Another way of putting it would be, "Given the responsibilities of this job, I would expect this position to pay in the range of…." If, however, you are not pleased with an offer, what harm can come from asking for more?

Once an employer has given you an offer, they have made an emotional investment in you, and it is highly unlikely that they will rescind the offer. Other ways to negotiate may include:

Say: "I'd prefer not to bias salary discussion based on my current salary (if you are employed). My research reveals that for this position the range is from $28,000 to $35,000 depending on other factors. I think I am within that range and I am curious to know what range you are considering."

Say: "As long as you pay a fair market value and the responsibilities fit my level of skill, I think we can work out a reasonable arrangement. You must have some range in mind. I'll tell you if its near my competitive value."

Say: "I am very interested in this offer. I need to have some clarification. Do you think that this offer is a fair market price given the responsibilities of the position and my talents?"

Say: "Thanks for the offer. I am very excited about working for you, because ABC employer is my first choice. However, knowing the going rate is_________, I was really looking for something in the range of $32,000 to $34,000; is there any possibility of that?"

Step #5: Get It In Writing
Most employers will send an offer letter confirming your start date and salary, employment location, and details of your package. If the employer does not offer this, ask, "Will you be confirming this in writing?"

If nothing arrives to confirm your agreement, it's a sign you still need to keep looking.

An employer cannot be specific about the amount of pay if it includes commissions and bonuses. The way the pay plan works, however, should be explained.

Take into account that a starting salary is just that, a start. Your salary should be reviewed on a regular basis. Some employers conduct an annual review. If the employer is pleased with your performance, how much can you expect to make after one year? Two years? Three years, etc.? Don't think of salary as the only measure of your compensation.

If you approach salary as something that you and the employer will agree on as mutually beneficial, your chances of salary negotiation success are greatly enhanced.