You diligently applied to hundreds of positions, composed awesome, original cover letters for each one and attached a copy of your killer resume. Once you scored an interview (finally), you wore the perfect suit. Not too stiff, just the right amount of personal flair. You nailed the handshake, the small talk and every question and curve ball they threw out at you. You rocked it! Heck, you even remembered to send a great thank you letter.
Finally, just when you tired of waiting, they called, offered you the position and you negotiated a great deal.
Wait? What?!
Job offer negotiation? Do people do that?! I mean, sure when you are a big executive or V.P., but do normal people negotiate? Well, yes and no. They don't. BUT they should!! In fact, most HR people come ready to negotiate with you, that's their job, right?! The sad truth is that most job seekers are just so happy to get "the call", especially in this economy, that they just listen to the details and agree.
Part of the problem is that we have been trained since our teen years to write "negotiable" on job applications and to say it during interviews. You always want them to name the figure first! We know that. No one every got around to telling us what to do after that.
Until now ...
Step One: The first step to negotiating a job offer is to say the three magic words. Yes. Three! After the person on the other end of the phone offers you a position and tells you the salary and benefits that they are offering, say the magic words. Repeat after me, "Is that negotiable?" Just uttering these words will almost always get you a bump in salary. Practice them. They are harmless. In fact, the WORST you will hear is "no". But, you won't.
Think of it. Only a truly foolish HR person calls you with their best offer right at the get-go. They intentionally leave themselves room to negotiate. And, if you don't play, you are leaving free money on the table that is rightfully yours.
Believe it or not, they do not want to lose you at this point. HR would have egg on their face if they had to return to the department head or their boss and say they couldn't get you to join the company. Not to mention, it costs a company time and money to start looking again, even if they already have a stack of resumes.
Is that negotiable? Is that negotiable? Is that negotiable?
If you stop reading now, this step alone will be a big help.
Step Two: Now what? More than likely, the response to your magic words will be something along the lines of, "What did you have in mind?"
This is where you need to research ahead of time. You need to know what a realistic salary is for someone with your education and experience. You should also check out the cost of living for the area, if you are moving out of state. You should have a figure in your head or, better yet, a salary range.
Whatever number is said, even if it is your very top number, you need to add to it. 10k works for the normal joes out here. So, here's an example conversation:
HR: We'd like to offer you the xyz position at 40k annually, plus benefits A, B, C and D.
You: Is that negotiable?
HR: What did you have in mind?
You: I was thinking more along the lines of 50k.
Don't discuss the benefits yet. Work out all the salary details first. Practice saying the words and the dollar figure you want you want out loud. It really goes against our nature to negotiate salary and repeating the actual words may make it a little less awkward when the time comes.
Step Three: Are there other money issues you can discuss? If they refuse to budge on salary or don't go as far as you like, what else can you ask for money-wise? An extra percentage point in commission? Relocation money? Signing bonus? Try saying this: "I understand you don't have it in your budget right now to pay 50k. Would you be willing to increase my commission from the standard 6% to 7%?"
Step Four: Healthcare benefits are tricky. Depending on where you live and the type of organization, what is offered to one employee usually must be offered to all. You can, however, request an increase in salary in lieu of those benefits. This is beneficial in two earner families where one spouse gets great health insurance and the other just takes the cash. Not every company will allow this, but if it works better for you - ask! Be sure to do this AFTER you finished negotiating salary.
Step Five: PTO or paid time off is another great salary negotiation tips. If you didn't, or couldn't, get to the annual salary you wanted or if the healthcare package really sucks, ask for a couple extra paid days off. It doesn't cost a company too much to throw in an extra one or two and you know you'll love them. Try this: "I understand that it may not be within your budget this year to provide healthcare coverage for my entire family. Healthcare is very expensive. Would you be willing to offer me two additional vacation days annually?"
Step Six: If you still want to try your hand at negotiating this job offer, there still may be a little wiggle room. Look over your offer for miscellaneous benefits. Every company has the weird, quirky benefits exclusive just to them. Did they offer you a free gym membership? Ask if they can bump it to a family plan. Do they get discounted cell phones from a particular carrier? Make sure it extends to your spouse. Whatever it is, ask if you can bump it up somehow.
That’s it! You did it! 6 little steps to job offer negotiation. Try it. You will be surprised at the results.
The key is to practice, practice, practice. You may chose to "get back to them" and then re-negotiate more on another call, just don't go crazy and do it eight times.
You CAN do this!
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