Advice From Across the Table
by Michael Chaffers

I recently had the opportunity to participate on a panel aimed at helping students negotiate employment offers. Joining me on the panel were human resource managers at several leading companies. Here are six ways to navigate the salary negotiation process.

1. Do not follow the herd. Instead, look for companies that offer you the opportunities and challenges that you want. When you negotiate your offer, focus on what is important to you, not on the perks that other people may seek.

2. You should feel like you are being treated fairly during the negotiation process. Employers want their new hires to feel a sense of loyalty to the company, and it begins with the hiring process. It's worth their while to respect you and be flexible in addressing your concerns and needs. If this is not happening, you may want to rethink what it would be like to work there.

3. Do your research and be reasonable in your requests. It is okay to ask for more than you are initially offered but be realistic. Most employers do their homework and develop offers they feel are justified by the market. While they are open to counteroffers and to negotiation, they also expect them to be based on objective data, not emotions. Otherwise, they will not be persuaded to move.

4. When they give you an offer, do not just ask react by asking for more money. Instead, think about the whole compensation package, not just the base salary. Examine the other benefits the company provides -- a good cultural fit, opportunity for advancement, a place to master key skills -- then decide what else you need to be satisfied.

5. If you want to improve the offer, bring up all of your issues at once and get them on the table. Most HR people do not mind negotiating internally to sweeten their offer if it lacks particular reasonable items that matter to you (an additional week of vacation, start date, even sign-on bonuses). However, they do get angry when candidates continually ask for things throughout the negotiation process.

6. Manage the process so that it benefits you. Never lose sight of the fact that you are negotiating to obtain a satisfactory job in the short-term, and to advance your career in the long run. You can do this well only if you avoid the pressure that some companies will put on you to decide. Set your own reasonable deadlines that allow you to make a wise, educated decision. It will make you feel better about yourself, your choice, and your new employer.

All content contained within these pages is the property of Distinct Directions Inc unless otherwise stated and may not be reproduced without the consent of the original authors.