Offer Negotiation Do’s and Don’ts
Here are some things to do when negotiating – it’s all about communication, finesse, and courage!
1. Do negotiate - it really cannot hurt you and not doing so will very likely leave money on the table (with
potential long term effect).
2. Know that you are really in the driver's seat. The offer has already been extended and they want you!
They do not want to have to go back through that dog-eared stack of resumes and start the process all
over again. Worse than that, they do not want the hiring managers yelling at them for taking them
through this when they need people right away!
3. Do your homework - try to get a feel for the culture of negotiation in the organization you are pursuing.
4. Search on Salary.com , Glass Door and other sites to know that the going rate might be.
5. Know when to “hold ‘em and when to fold them”. Know when to walk away and when to run - meaning decide what your “bargain basement “(or lowest) acceptance level is. This is up to you - and is
not about what other people think.
6. Speak with a career coach before you accept an offer. This is important - and often people leave money
"laying on the table" that they could have easily obtained just through asking for it.
7. Negotiate in person or on a live telephone call if at all possible – not through email
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1. Do not be afraid or hesitant to negotiate - thinking you will appear to be greedy or rude. They expect
you to be savvy and to do this! You are an MBA student and they expect you to be strategic and shrewd. If
you don't they will be thinking you might not be the candidate they thought you were.
2. Don't be afraid to ask for more time to consider all aspects of the offer. If someone is trying to get you
to accept something quickly, it sometimes means they are trying to take advantage of you in some way.
"Remember - you are really in the driver's seat.
3. Don't forget to ask about other components of the compensation - such as benefits, gym memberships,
vacation, relocation, bonus, other goodies (Take a few minutes right now and jot down 5 things that are
important to you about a workplace environment – things that might be valued uniquely by you – and not
necessarily by others)
4. Do not change your mind once you have accepted the offer - this is very unprofessional and reflects
very poorly on you and your school. Recruiters and corporate types have cliques and circles like everyone
else - and your name may get around in a way that you
5. Do not lowball yourself - by starting out the conversation on a very low amount -which then enables
them to drive you to a low salary offer. Try your best to get the hiring organization to mention the first
figure if possible. If not, offer a starting point that is really within an acceptable range for you.
6. Don't go to the point of being rude. If you feel that you have gotten to the top of their limit - know when
to stop. Don't keep pushing beyond the breaking point - just to get a few more dollars -look at the big
picture and remember the long term relationship