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Negotiating Job Offers

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Career Services' Evaluating Job Offers & Negotiating Salaries Handout (pdf)

After all of your hard work, you have received a job offer. You now have an important decision to make. Below are some important criteria to consider when making this decision.

CAREER COUNSELORS ARE AVAILABLE TO HELP YOU WITH NEGOTIATING YOUR JOB OFFERS.
CALL FOR AN APPOINTMENT (756-2501)

Analyzing the Specific Job Situation

An important part of evaluating an offer is to gain as much information as possible about the specific job situation. Here are some ideas to help with this process:

  • Obtain a written job description if possible
  • Be prepared with questions regarding day-to-day responsibilities
  • Speak with several colleagues in the department
  • Ask to see the office, desk or cubicle assigned to the position
  • Ask how individuals in the department and/or company communicate with each other

Understanding the Climate/Culture of the Company

The climate or culture of the company is the set of conditions that make a company a desirable or undesirable place to work. Healthy companies use their human resource policies and practices to create a desirable work environment. Here are some factors to consider to help you understand if this corporate culture is one into which you fit:

  • Develop an understanding of the level of participation allowed in decisions that affect the department and the company
  • Develop an understanding of your ability to speak up
  • Find out about opportunities for career growth
  • Does the company encourage new ideas?
  • Is there recognition for special achievement?
  • Pay attention to several factors during your on-site interview:
    • demeanor of people in the company
    • company bulletin boards/work site
    • noise level of work area
  • Check into training and professional development opportunities
  • Be aware of how you are treated during the second interview
  • Ask for a copy of the company newsletter

Economic Stability

Determining whether a company is financially stable is an important part of your evaluation process.

  • Ask for a copy of the company annual report
  • Check trade journals and other publications
  • Is the company public or private?
  • Is the company driven by research and development or is it cost driven?
  • Is there an opportunity to buy into the company?

Factors to Consider in Evaluating Job Opportunities

The factors listed below are believed to contribute most to the job satisfaction or dissatisfaction of employees at the professional level. They are grouped according to category but are not listed in any priority order. Since people vary greatly in the factors they judge important, you may want to establish your own order of priorities by assigning a value to each factor. Each organization can then be rated according to how satisfactorily it meets that value.

The Position

  • Day to day tasks: routine or project oriented?
  • Degree of independence
  • Opportunity to learn new skills
  • Opportunity to apply academic training
  • Exposure to outstanding colleagues
  • Hours: both stated and expected?
  • Criteria used to evaluate you
  • Personalities of supervisors/colleagues
  • Opportunity for travel
  • Pressure and pace of work
  • Social significance of position
  • Fit of position with long term goals
  • Transferability of skills after 2, 3 years

Compensation and Benefits

  • Salary - are bonuses included? When is annual review?
  • Medical/Dental benefits
  • Retirement plan
  • Company holidays/sick leave
  • Life insurance
  • Stock options
  • Relocation expenses
  • Educational benefits

The Organization

  • Technologically innovative
  • High investment in R&D
  • Quality of products and services
  • Management style/quality
  • Opportunity for advancement
  • Encouragement of professional growth
  • Reputation and image of company
  • Profitability/stability
  • Importance of your division/team to the company as a whole
  • Corporate culture
  • Integrity/ethics/company values
  • Future of company/products

Lifestyle

  • Proximity to graduate schools
  • Cost of living
  • Proximity to family and friends
  • Commuting distance/costs
  • Recreational/cultural opportunities
  • Employment opportunities for spouse/partner
  • Long-term professional and personal prospects for self/spouse/partner
  • Weather

The Industry

  • Growth history
  • Dependence on the business cycle
  • Dependence on government policies/programs

Negotiating Salary

The art of negotiating is the process of pursuing a goal in a dialogue with another person or persons. Its resolution is one in which all involved should feel satisfied. Negotiating should not be an adversarial process, relax and get organized! Here are some additional tips for success.

  • Come to the table with confidence
  • Always start the process with positive comments regarding the company and the position
  • Know what you can deliver in tangible terms
  • Understand your strengths, why are you unique
  • Practice the negotiation session
  • Never accept a job offer on the spot
  • Develop an understanding of the best time in the process to negotiate
  • Avoid commitment words: always, must have, dealbreaker, never, won’t consider
  • Be sure both sides win
  • Know when to stop the process
  • Consider negotiating other aspects of your offer/benefits, vacation, bonuses, start date, etc.
  • Gain an understanding of the company evaluation process and future increases
  • BE REALISTIC
  • During the process, hear what is being "communicated" not just what is being said. Be aware of body language and other subtle signals.
  • Be sensitive to the goals, issues and risks of the individual you are negotiating with
  • Your negotiating goals, rationales and alternatives should be presented in business terms-addressing the position under discussion, not your lifestyle goals.
  • In responding to a company’s job offer, you should consider:
  1. The current demand in the job market for your expertise
  2. The urgency of the company’s need to fill the position
  3. The degree to which you feel you have sold the employer on your value
  4. The size and financial strength of the organization
  5. The company’s internal flexibility to adjust salary levels

Regional salary ranges by job title

http://jobstar.org/index.php

Non salary Methods of Compensation

  • Flex time
  • Optical insurance
  • Laptop/personal computer
  • Incentive savings
  • Retirement/401K
  • Car phone
  • Commuting expenses/parking
  • Paid vacation time
  • Life insurance
  • Moving/relocation costs
  • Company car
  • Profit sharing
  • Child care expenses
  • Stock options/equity
  • Signing bonus
  • Educational reimbursement
  • Maternity/paternity leave
  • Yearly/quarterly bonus
  • Public transportation reimbursement
  • Disability insurance
  • Club/association membership
  • Corporate recreation facilities