JOB OFFERS AND OFFER NEGOTIATIONS
Following one or more interviews, an employer may offer you a job. Often the job offer is made over the phone or in person. Avoid
accepting the position on the spot, unless of course you know all of the details of the offer and do not wish to negotiate anything (very
rare). When an offer is made to you, it is best to ask for some time (a few days to a couple weeks) to consider the offer and discuss it with
the significant others in your life. Once you and the employer have worked out a date by which a decision must be made, it is time to get
down to the business of understanding the offer (e.g. salary, benefits, start date etc.). It is at this point that you may decide to negotiate
the offer. It is important to remember that in most cases you are expected to negotiate so there is no need to feel uncomfortable with the
process. Just be sure you conduct yourself in a professional manner throughout the negotiations.
You should also listen to your instincts when considering an offer. Be sure to consider your fit with the organization and the pros and cons
of accepting or declining the offer before making any decision.
WHEN TO NEGOTIATE
You should never bring up salary or benefits until an actual offer has been made to you. If the employer brings up salary during the
interview process to ask what sort of salary range you are looking for, it is always best to answer with a well researched range. Avoid
instigating any salary or benefit discussions yourself. Only when the formal offer has been made, does it become acceptbale for you to ask
questions regarding salary and benefits. If you have already accepted an offer you cannot go back and attempt to negotiate. This is why it
is so important to always ask for at least a few days to consider any offer.
WHAT TO NEGOTIATE
Salary is always the first thing that pops into peoples’ heads when the term negotiation is mentioned. Although salary is the most
commonly negotiated aspect of any job offer, there are many other elements that can be negotiated. Other negotiable aspects of job offers
include: start date, moving expenses, paid time off, stock options, bonuses, work schedule, flex time, early performance reviews,
geographic location (e.g. Indianapolis office instead of Chicago office), professional development, use of company car, company phone,
futher education assistance.
Retirement plans and health insurance plans are not negotiable. These plans are applied to an entire organization and typically cannot be
altered for individuals.
HOW TO NEGOTIATE
1. RESEARCH
You must do some research before you can negotiate any offer. You need to determine what the cost of living is going to be in your
new location and what the average salaries are for similar positions to the one you are considering. Without this information you will
not be able to craft a well informed counter offer. Use the following resources to help you with your research:
Cost of Living Websites – http://bestplaces.net/ (Sperlings Best Places) and http://www.homefair.com/(Home Fair)
Salary Websites – www.bls.gov/ooh (Occupational Outlook Handbook), www.salary.com, and www.payscale.com
At this point you also want to clarify any questions you have about benefits, vacation time, performance reviews, etc. with the employer.
2. DETERMINE WHAT YOU WANT
Once you have completed the necessary research you should be able to determine your market value and set a walk away point for your
negotiations. It is best to set this for yourself before you ever make a counter offer. Be sure to stay realistic when setting this point for
yourself. If you are negotiating salary, ask yourself: what is the realistic amount you would need to make to live comfortably that is in
line with industry averages for your location? If you are planning to negotiate for other things, be sure you have strong justifications for
what you are going to ask for.
3. ASK FOR IT (PROFESSIONALLY)
Formal negotiations are typically conducted in writing, in person, or over the phone. In your counter offer you should do the following:
1. Express your appreciation, excitement, and continued interest in the position….HOWEVER (never say “but”)
2. State the reasons for your counter offer (why you are not able to accept the initial offer)
3. Propose a solution by stating what you would like. Be sure to justify each of your negotiated points (e.g. provide average salary research).
4. Once again express your appreciation.
CONTINUED ON BACK →
*Adapted from Indiana University School of Public Health - Bloomington
NEGOTIATING TIPS
Be sure you are negotiating with the correct person. This is as simple as asking the person who made you the offer if you should address
negotiation correspondence to them or to someone else.
Stick to your goals and walk away point. This is not the time to get greedy or unrealistic. You have done the research and should know
what is reasonable. Do not overstep that.
Remember that you may have to work directly with the person you are negotiating with. That makes it all the more essential that you
conduct yourself in the most professional manner possible.
ACCEPTING JOB OFFERS
Once you have decided to accept a job offer (having gone through negotiations or not) you must formally accept in writing. Your
acceptance letter should include all of the specific points that were negotiated and should always include your start date and salary. Your
acceptance letter should look just like your cover letter in terms of formatting. Remember you want all of the materials you submit to an
employer to look the same. Below is a sample acceptance letter:
Once you accept an offer, you should withdraw your name from consideration for other positions to which you have applied as a courtesy
to those organizations. Once you accept an offer, you should honor that commitment and no longer consider other offers. It is
unprofessional to accept a position and then back out. Be sure you consider all offers carefully.
DECLINING JOB OFFERS
You must formally decline any job offers that you have chosen not to accept. You can choose to write a letter formally declining the offer or
speak with the person who made the offer either in person or over the phone. Be sure to decline within the window of time that was
discussed at the time the offer was made to you. If you choose to write a letter, be sure to format it just like you formatted your cover
letter. (See above for formatting.) When declining a job offer it is essential to be professional, cordial, and appreciative. Always thank the
employer for their time and consideration. You do not have to offer a reason in a letter. However, if your decline in person or over the
phone, they may ask you why you are turning down the position. Have an answer prepared that is both respectful and professional (e.g.
family reasons, not the best fit at this time, etc.). You want to keep this employer within your professional network so be sure not to burn
any bridges!
Lucy Johnson
E. Fender Lane, Morgantown, WV 40536
April 24, 2012
Damon Smith
Director of Human Resources
Crimson Fitness and Wellness, Inc.
6745 Steamer Drive, Suite 2400
Chicago, IL 60111
Dear Mr. Smith,
I am writing to formally accept the Wellness Coach position with Crimson Fitness and Wellness. I am
very excited about joining the Crimson team. The Wellness Coach position is exactly what I have been
looking for, and I am so grateful for the opportunity you have offered me.
I look forward to starting on May 20
th
, 2012 with an annual salary of $34,000. I will report to work
that morning at 8 AM having already completed the medical examination and drug testing that you
requested.
Should you need any additional information prior my start date, please do not hesitate to contact me at
johnsonl@gmail.com or (555)555-5555. Thank you again for not only this amazing opportunity, but
also for your time and consideration. I look forward to working with you all.
Sincerely,
Lucy Johnson
Lucy Johnson
*Adapted from Indiana University School of Public Health - Bloomington
