Negotiating a Job Offer
Negotiation and the acceptance or rejection of an offer is the final step in the job search process. According to negotiation experts Robin Pinkley and Gregory Northcraft, only about 25 percent of job applicants attempt to negotiate. Women are often more reluctant to negotiate than men, and this disinclination accounts, in part, for continuing wage discrepancies between the sexes.
Virtually all employers agree that it is appropriate to negotiate as long as it is done professionally, and all candidates should seriously consider negotiating. Don’t be afraid of the negotiation process. Many applicants are reluctant to even attempt negotiation. Some feel so grateful to have a job that they fear losing it, and others feel timid or guilty at the prospect of negotiation. Remember that the employer really does want you (or else they would not have extended the offer in the first place). The worst answer you can receive is “no,” as long as you conduct yourself professionally.
What is negotiation?
- Negotiation is a process of deciding what resources two or more parties will give and take in an exchange.
- It involves consideration of the received from the entire package of resources—in other words, consider more than just the salary.
- It involves tradeoffs, and a successful negotiation will leave both sides feeling satisfied.
Why should I negotiate?
- Negotiation is widely accepted and usually expected.
- Many employers offer less than they are willing to pay because they expect the candidate to negotiate.
- 90% of employers want their applicant to accept the offer and be satisfied. They have already invested in you and may be willing to invest a bit more to finalize the deal.
- You should be certain that you are accepting a position where you have what you need to be satisfied and successful.
- Negotiating at the time of job acceptance can mean not only a better salary to start with but increased earnings throughout your careers—maybe more than a million dollars over the course of your career!
- Women are less likely to negotiate than men, and this contributes, in part, to the continuing wage discrepancy between the genders.
When can I negotiate?
- Negotiate only after a company has given you a formal offer but before you formally agree to accept the position. At this point, you can be certain that they are fully invested in you and that they want you as a part of their organization.
- Avoid negotiating terms of the offer before you have received a formal offer (in interviews or elsewhere).
- Negotiate only if you are willing to commit to the position.
- Negotiate once. In other words, pull together all the items you might want to negotiate and plan to present them to the employer in a single set of negotiations. Avoid bringing items forward after the employer believes you have reached an agreement.
References & Resources
Babcock, Linda and Sara Laschever, Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want, 2009.
Babcock, Linda and Sara Laschever. Women Don’t Ask: Negotiation and the Gender Divide, 2003.
Bryant, Rebecca and Amber Marks, Go Ahead, Haggle, Chronicle of Higher Education, November 8, 2005, http://chronicle.com/article/Go-Ahead-Haggle/44981/
Pinkley, Robin L. and Gregory B. Northcraft, Get Paid What You’re Worth, 2000.
The Riley Guide, www.rileyguide.com/offers.html
Vick, Julia and Jennifer Furlong, The Academic Job Search Handbook, 4th edition, 2008.