Negotiation Topics
Possible Topics for Negotiation
Salary
Salary is the number one thing applicants negotiate, yet a negotiation that focuses only on salary will not be nearly as effective as one that considers all possible options. Always ask if salary is negotiable. Many companies have a salary range for the position being offered, but offer letters usually will not offer a salary at the top of this range. As a result, it is often possible for the department to move a little bit within this range, especially if you are in a high demand field. Salary negotiation is very important because, for many professional positions, most future salary raises are derived from your starting value. Salary increases are normally awarded annually, based on cost-of-living adjustments (and sometimes with small merit increases), and as a percentage of your salary, rather than a fixed dollar amount. Larger lump sump increases to your base pay do not typically occur unless you are promoted or commence another job search and receive an offer from another company. The higher salary you start with, the more significant each salary increase will be. For some corporations, and often for nonprofit organizations, salary ranges are narrowly defined and inflexible. In these instances, job seekers should focus their negotiations on other issues.
Moving Expenses
Companies may reimburse you for some or all of your moving expenses. Before negotiating, educate yourself about moving costs-either moving yourself or hiring a moving company. Having some idea of the costs will aid your negotiation. Save all receipts related to your move-your moving expenses may also be tax deductible.
Spousal or Partner Assistance
Spousal or partner assistance can sometimes be requested, especially if the job being offered is in a remote location. This assistance can range from the company providing the applicant's partner with resources for embarking on his/her own job hunt to actually locating a job for him/her. Generally a department will locate jobs only for the partners of highly recruited applicants, but if an applicant's partner is qualified for a company position that becomes available, the partner candidate may receive some advantage. Investigate the programs available at the companies you are considering.
Benefits and health insurance
Benefits packages are often non-negotiable, as many companies have standardized (and comprehensive) benefits policies. However, take time to learn more about the benefits package being offered. You may have bargaining points, particularly if you have multiple offers.
Professional Development
Many professions have one or more popular membership organizations. Perhaps your employer will pay all or a portion of annual dues, or subsidize your attendance at professional conferences. Consider the expense of joining the Chamber of Commerce, or a civic organization, and asking the company to support your membership.
Housing
Sometimes candidates can negotiate for the company to pay for a second trip to the community to search for housing. Some large companies, especially those located in communities with a shortage of affordable housing, have lodging arrangements to temporarily house employees or feature programs to help new staff locate and purchase homes. Other companies will have special arrangements with a realty agency or relocation firm. You may wish to inquire about a company's housing provisions.
Start Date
If you are ABD and working to complete your dissertation, or you will need to relocate, you may consider negotiating your start date. Sometimes you can delay the start date by a semester or two.
Start-up Package
High demand fields may offer 'sign on bonuses' and other cash incentives upon hire, after completion of a probationary period, annually, or at other intervals. Find out how bonuses are determined and distributed.
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. Be sure you understand your justification for asking for more, and you also have a clear idea of what details you first need to clarify before attempting to negotiate.
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 employer 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 organization.
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. Keep this in mind when you contact other companies where you have applied, even if you do not expect to receive an offer.
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, clerical 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 company cannot increase your salary; sometimes it simply is not possible, especially if you are negotiating with a tightly structured organization 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.