Career Services Office
Negotiation Strategies
Look Before You Leap
When you receive a job offer, ask for time to consider it and do not make an impulsive or hasty decision. Take time to decide whether you want to negotiate and develop your action plan before actually beginning the negotiation process.
Do Some Research
You will need information to decide how to conduct your negotiation, since having data to corroborate and justify your request is also important in establishing credibility. Public universities publish their salaries, so look at entry level salaries at these institutions to ensure that you are trying to negotiate within the appropriate ranges. Cost of living expenses are also very important to consider, since these greatly impact the value of the salary you are being offered. See www.homefair.com/homefair/calc/salcalc.html for estimates.
Be certain to also find out what benefits are automatically provided to you (such as travel funds or sabbatical leave) and what benefits might be fixed and non-negotiable (such as the health care and retirement benefits package) as an employee of the institution. Don't waste your time attempting to negotiate the latter.
Don't Hesitate to Ask!
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 you are not taking anything away from anyone else and that the department obviously really does want you (or else they would not have extended the offer in the first place). The worst answer you can receive during a negotiation is "no," and as long as you conduct yourself professionally, negotiating will not negatively impact your future with the department.
Negotiate Professionally
You always want to be polite and professional in your negotiations, since the people with whom you negotiate may be your colleagues for a long time. It is preferable to negotiate verbally, either in person or on the phone, but if you are more comfortable, you might inquire about negotiation possibilities in writing. Your tone must always be collegial and collaborative; you want the person you're negotiating with to understand that you are working with them to find the best possible solution. You never want to appear combative or hostile.
Don't Fixate on One Aspect of a Negotiation
Many job applicants make the mistake of negotiating only for an increased salary. In reality, there are many other aspects of a job offer to negotiate, and while salary is the most obvious one, it might actually be the least successful. You may have much more room to negotiate for other terms, like office space, computer support, and leave time, and it's even possible that these aspects will make the job even more attractive than a slight increase in salary. Do not feel that your negotiation failed if the institution cannot increase your salary; sometimes it simply is not possible, especially if you are negotiating with a unionized campus or if budgets are tight. You must be willing to accept that the employer cannot honor your request.
Have Negotiated Terms Put in Writing
Following negotiation and the verbal agreement of terms, ask the employer to put these in writing. Review the revised terms carefully before accepting/declining the job offer.
