Career Counseling and Support Services
The Ohio State University
1640 Neil Avenue, Second Floor
Younkin Success Center
614-688-3898
www.ccss.osu.edu
Career Counseling & Support Services
Job Offers and Salary Negotiation
Career Counseling and Support Services
The Ohio State University
1640 Neil Avenue, Second Floor
Younkin Success Center
Columbus, OH 43201-2333
(614) 688-3898
http://www.ccss.osu.edu
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Agenda for Today
Salary negotiation
Other areas of negotiation
Questions
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When to Negotiate?
You are really not in a position to negotiate
until the employer makes an offer
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How can I handle questions
about salary during an interview?
SCENARIO
If asked: "How much did you earn on your last
job?" Tell the interviewer that you would prefer
learning more about the current position before
you discuss compensation, and that you are
confident you will be able to reach a mutual
agreement about salary at that time.
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Appropriate questions to ask if salary is
brought during an interview
• What is the salary range for this position?
• Does the organization ever pay higher than
the starting salary? If so in what
circumstances?
• What is the average salary increase for the
position?
• How often are increases given?
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Are salaries really negotiable?
Yes, and no.
• It depends on the position, the manager, the organization, and your
perceived value.
• Most entry-level positions have set salaries that are subject to very little
if any negotiation.
• Mid-level positions typically have salary ranges of between 10 and 20
percent (i.e., a job paying $30,000 a year may have a salary range between
$27,000 and $33,000).
• Employers will negotiate within the range, but will rarely exceed it unless
you are an exceptional candidate.
• Most state and federal government jobs have rigid, non-negotiable
salary scales based on education and experience.
In general, the higher-level management and executive positions offer the
greatest opportunities for negotiation.
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What do I need to know in order to negotiate?
First, determine the market rate salary range for this type of
position, in this particular industry:
1.
Review the collection of salary survey information in your
college Career Services Office and Career Counseling and
Support Services.
2.
Use job listings, which indicate salaries for related positions.
3.
Ask your friends and networking contacts.
4.
Call employment agencies or executive search firms.
5.
Review business and trade periodicals (i.e. the Wall Street
Journal and National Business Employment Weekly publish
salary updates).
6.
Check out the on-line salary lesson through
www.onpace.osu.edu
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What do I need to know in order to negotiate?
Prepare a budget to determine your financial needs.
Decide, BEFORE YOU GO INTO AN INTERVIEW, what
salary you WANT to earn, what you NEED to live on,
and what you will be willing to SETTLE FOR.
Be realistic.
Practice your salary negotiation skills.
Document your skills and accomplishments, and be
prepared to talk about them.
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What do I need to know in order to negotiate
Don't be the first to mention salary during the
interview, and use the negotiating tips (listed in the
following slides) when the topic does come up.
Never say, "I need at least ___ dollars." Provide the
interviewer with a salary range.
Don't worry about what your friends are making, the
employer certainly isn't.
Never lie about your salary history.
RELAX! It's natural to feel uncomfortable discussing
salary.
Be sure to get it in writing!
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The Negotiation: If prepared
Initial offer will be over the phone
Express your pleasure at receiving the offer and enthusiasm for the
position
Clarify any aspects of the offer as necessary
Express reservations if you have any and ask if there is any
possibility of getting or working out________
If you decide to negotiate salary ask whether there is any flexibility in
the figures and be prepared to give your figure and reasons why
Be straightforward, matter of fact, and honest = assertive
Do not frustrate your employer and undermine your credibility
Silence can be effective in face-to-face-negotiations
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The Negotiation: If took by surprised
Express enthusiasm for the position
Clarify offer
Ask any informational questions you have
Say you will get back to them after you’ve
had a chance to think about information
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How can I handle questions about salary?
SCENARIO 1
If asked: "What are your salary requirements?" There are
multiple ways to respond depending on your personality,
goals and the situation. Summarize the requirements of
the position as you understand them, and then ask the
interviewer for the normal salary range in his/her company
for that type of position. Or, respond with “My research
indicates that the typical salary range for this position is
$_______ to $_______. I feel that, in light of my _______
(qualifications, education, experience, accomplishments), I
would be qualified for a salary around $_______ (tighter
range within the original range).
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Reasons you might include for
why you believe you deserve that amount
• The amount of experience you bring to
the position
• Specialized skills that you posses
• Another employer is recruiting you and
they have offered that amount
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How can I handle questions about salary?
SCENARIO 2
If told: "The salary range for this position is
$22,000 to $27,000, is that what you were
expecting?" Tell the interviewer that it does
come near what you were expecting, and then
offer a range which places the top of the
employer's range into the bottom of your range
(i.e., I was thinking in terms of $27,000 to
$32,000). Remember: be sure that the range
you were thinking about is consistent with what
you learned about market rate for that position.
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If offer is unacceptable
I am very interesting in working for this company; however, at this
point I am not able to accept the offer because ___ (state specifically
what is missing: is it the amount? Insurance coverage? Business
travel requirements? I will be happy to accept this position.
Are you in the position to meet my request?
Or if really want the job:
What can I do to become more valuable?
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Other Areas of Negotiation
In addition to negotiating salary, you may want to consider the following
benefits as additional areas of negotiation:
• Vacation time
• Sick leave
• Personal leave
• Bereavement leave
• Maternity/Parental leave
• Retirement plans (e.g. 401K)
• Unpaid leave
• Severance Pay (termination)
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Other areas of Negotiation
• Desirable office
• Technology or special equipment (e.g.
computers)
• Company car
• Bonuses
• Child care
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Other areas of negotiation
• Flexible work arrangements
• Work setting (e.g. working at home)
• Flexible work time
• Relocation expenses / cost of living
adjustments
• Tuition reimbursement
• Training programs
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Other areas of negotiation
• Job title (e.g. office manager vs.
administrative assistant)
• Leadership role within the organization
• Procedures for reporting to others
• Stock options
• Professional development funds
• Professional membership dues
• Costs of attending conferences
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The amount of time you’ll have to decide on this offer
Your starting date (including deferment in order to take a postdoc)
Reduced teaching load (common for first year)
Lab facilities and equipment
Your own computer or easy computer access
Money for new libraries resources (including files, slides, CD’s)
Summer research support
Travel funds for conferences
Early (or extended) sabbatical or leave (including parenting, if relevant)
Early (or delayed) tenure review
Extra T.A (s) or R.A (s)
Extra secretarial assistance
Office space/location
Parking
Moving Expenses
Benefit package: health, life, disability, tuition, and retirement (available for spouse
and dependents), on-site day-care, spouse employment assistance,
pharmaceutical plan
Assistance in finding and sometimes financing housing
Assistance in finding spouse employment
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Negotiations Academic Jobs
Look for mutual gain, common interests
Chair is sympathetic to your need to publish, but has no
money for course reductions this year. How about more
T.A.(s)? or less demanding courses? Or more summer
research money? Or a reduction of administrative or
departmental duties?
Suppose you know you will not have time to prepare courses
for fall (e.g. you’ll be too busy finishing dissertation, or
perhaps you are expecting a baby). Can you work out a
semester’s maternity leave? Find a substitute? Schedule all
your courses or better– a reduced load in the 2nd semester?
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Last thoughts…
Career Counseling & Support Services
Get offer on writing
If you are not going to accept, explain why
as tactfully and honestly
Reiterate your positive impressions and
your regret that the job didn’t work out
Write a follow-up letter as well
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