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Job Interviewing Techniques

Workshops and Career Information

Negotiating the offer

You've received a job offer; now, comes the negotiation of salary and benefits. It is in this final stage of the job search process that many new college graduates lack knowledge and experience. It is estimated that 10-25% of workers are under-compensated in their jobs. It is estimated that 10-25% of workers ae under-compensated in their jobs. The salary you accept is the base for raises and future salaries. Under-negotiation of your salary can add up to thousands of dollars over a lifetime of employment.

Almost all salaries are negotiable within a given range (some entry level positions with numerous qualified candidates, and government jobs with set classifications are exceptions). The following 6 rules (partially taken from Kristen Hallam's On the Job Column, Nashville Banner) can help you in the negotiation process.


Rule 1: Don't negotiate unless you're ready to accept an offer
Make sure you've thought out all other aspects of the job (work environment, job description, location, etc.). Does the job fit your values and interests?

Rule 2: Know what you're worth
This is one of the most important parts of salary negotiation. Research salary ranges prior to your interview. Use the Internet to find out salary ranges for specific positions (web sites are listed below). Call the Human Resource Departments of both the firm that has offered you an interview as well as competing firms to find the salary ranges for the position. Use books in the Job Search section of the Career Center library for salary surveys.

In addition, know what your needs are. In advance, figure out the minimum salary you require for living expenses, paying off loans, etc.

Rule 3: Negotiate for what you're worth
Never initiate the discussion of salary; let the employer raise the issue or make the first offer. Try not to lock into a fixed figure. If an employer asks for your salary requirements, summarize the duties of the position (to clarify mutual understanding of all the job involves and also highlight the responsibilities in a positive manner which may help support your negotiations). Speak knowledgeably about the salary range (which you've researched in advance) and try to obtain the highest reasonable salary in that range.

Rule 4: Negotiate things that are important to you
Negotiation involves much more than salary. Flex time, medical coverage, vacation time, stock options, and retirement plans are other benefits to consider and negotiate. Some candidates may prefer less salary if the other benefits are of more personal importance.

Rule 5: Consider the offer
Never accept an offer right away. Allow time for consideration of the position and the offer. Most companies give the courtesy of at least 48 hours for a response.

Rule 6: Get it in writing
This includes both the salary and other benefits.


Researching Salary Information

If you are trying to find information about salary estimates for different career fields, the following resources may be helpful.

Occupational Outlook Handbook http://www.bls.gov/oco/ U.S. Bureau of labor Statistics. Biennial. Provides detailed information, including salaries, for over 250 occupations. Also available in the UCSC Career Center Library.

DataMasters http://www.datamasters.com/index.html For information systems jobs.

JobSmart http://jobstar.org/tools/salary/index.cfm Links to 300 salary surveys.

Wageweb http://www.wageweb.com Over 170 positions.

Salary.com http://www.Salary.com Survey by both position and location. Includes description of positions.

Salary Expert http://www.salaryexpert.com Salary surveys and advice.