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Negotiating Job Offers
The Employment Process can be quite lengthy, starting with applying for the position, time for the employer to review applications, the interview process, reference checking etc and then comes the Job Offer. Your first response may be to be excited to have the offer, once you have enjoyed that moment it is now time to negotiate.
Some positions offer more opportunities than others to negotiate, when negotiating you need to take into account the type of position and organisation.
Tips
Avoid negotiating salary until you are offered the position.
If possible avoid discussing salary expectations during the interview process, however if unable to avoid, provide a range with the bottom figure being the minimum you would be willing to accept.
When offered the position, ask for time to think about the offer.
When negotiating salary you need to take into account
- How much you want the job
- Do you have other opportunities
- What you are worth
- What is the role worth
- Are there other factors aside from wage eg working conditions, location, development opportunities, working from home
- What are the other components of your package other than wage eg Car, mobile phone, laptop, Superannuation, Gym Membership, Health Insurance, salary sacrifice and what is this worth to you.
Your Bargaining Position
Your Bargaining Position will determine how hard you negotiate. You can still negotiate if you have a weak bargaining position, however your approach will be softer.
| Powerful Negotiating Position | Weak Bargaining Position |
| You are already in a position you enjoy and are paid appropriately | You have no other job offers |
| You have other job offers | You are currently in a job you are not enjoying or are undervalued |
| You know that they are having trouble finding the right person for the position | You know that there are other suitable candidates |
| You have expertise that the employer finds valuable and may not be able to get elsewhere |
When evaluating a job offer some employers may not be able to raise your wage but may be able to negotiate some additional perks. Try and put a dollar value on these perks to ascertain the suitability of the offer. Further advice can be gained from http://www.heinz.cmu.edu/current-students/career-services/tools-and-skills/offer-negotiation/index.aspx
Opening Negotiating Statements
 |
I am very interested in this position, this wage is lower than I was looking for is there any room to negotiate. |
| I am very interested in the position, but I would like to discuss the salary you are offering | |
| I am really interested in this position, however I was looking for a wage more around x | |
| If you can get closer to x, I will accept your offer | |
| I would need you to raise the offer to x to accept the offer |
Keep in mind you usually only have one or two counter offer opportunities before the negotiation will finish
Remember:
- Employers can rescind your offer of employment once you start negotiating, so be respectful and courteous
- Never fabricate information
- How you handle the negotiations may affect your entrance into the organisation
- Try to clarify as many things as you can before agreeing Get the offer in writing (particularly if you are leaving a position to accept the job or are deciding between other offers)
- Once you accept an offer, immediately notify other companies with whom you have been interviewing that you have accepted a position and wish to withdraw your name from further consideration.
- Salary is not everything