Negotiation
Everyone should negotiate a job offer - as long as you keep it professional and know your BATNA (see below). Most job seekers (students and recent alumni included) are often uncomfortable negotiating a job offer - so they just don't do it. It's easier and certainly less stressful, but that often means that you, as a candidate, leave something on the table. Keep in mind that you are not always going to be in a position to negotiate a $10,000 salary increase, but an extra thousand dollars, a few vacation days, or a later start date can all be valuable - and attainable.
Keep It Professional
There is almost always room for negotiation in a job offer and employers will not be offended if you attempt to negotiate, provided you approach the process professionally. That means that you should be seriously considering the job offer - there is no need to negotiate an offer you don't intend to take.
Follow-up the offer with a phone call, not an email. After letting the recruiter know that you are interested in the job, you can ask a very simple and straightforward question to start the conversation:
- "Is there any flexibility in the offer I received?"
You should be prepared to receive a "Yes" answer. At this point, the recruiter will either let you know that they will get back to you with a revised offer, give you a revised offer immediately, or ask you what you are looking for. Be ready to answer this question. Have a salary number or range in mind and be prepared to make a case for why they should increase their offer. Be articulate and to the point. The process rarely takes more than 1-2 rounds of negotiating.
If the offer you receive is much lower than you expect, try not to take it as a personal insult. Companies sometimes offer a set amount, often in the low end of a possible salary range, to all candidates. After reviewing the offer and conducting some research, come up with an acceptable number and be prepared to let them know why they should increase their offer.
BATNA
BATNA stands for Best Alternative To a Negotiated Agreement. In other words, what is the next best alternative for either of the parties - you and the employer - if both parties cannot reach an agreement?
As a job seeker, you have to understand your BATNA. What are your alternatives? How strong are your qualifications for this and for other positions? Do you have another offer or can you stay at your current job? How truly excited are you about this opportunity? How important is the salary (or vacation, signing bonus, etc.) to you? All of these are things for you to consider - and things a good recruiter figures out throughout the interview process.
On the flip side, you need to consider the employer's BATNA. What is their alternative if you do not accept the job? Here, you have to realize that because they have offered you the job, you now have some negotiating power. Think about it in terms of both cost and human nature - if you do not accept the job the alternatives for the employer are to either resume the hiring process or to offer the job to their 2nd choice. Starting the search over costs time and money and - think about it - who wants to hire their 2nd choice? You don't have to ask for the moon, but you can ask for something.
