Negotiation Guide

Negotiation Guide 

You should feel empowered to negotiate, as doing so demonstrates your professionalism and confidence. Though negotiating may seem intimidating, more than 70% of hiring managers expect applicants to negotiate. Negotiating is not required; however, it can lead to gainful outcomes.   

During negotiations, you should emphasize your priorities and the prior research you have done to provide justifications for your requests. By confidently and professionally discussing your wants, you can benefit from negotiation regardless of where you are on your career journey. 

Before the Offer 

Research  

  • Conduct salary- and benefit-related research so you are well prepared for negotiations. 

Questions About Salary Requirements  

In the interview process, you may be asked about your salary expectations or requirements. This question can be a tricky one to answer. 

  • If an employer asks about your salary expectations, it is best to avoid answering directly. By naming a salary too early, you may undersell yourself or disqualify yourself by asking for too much.
  • Instead, it is helpful to initially ask about the salary range for the position and wait to discuss the specifics once there is a job offer.
  • If you are ultimately required to answer, provide a range based on the research you have done about average salaries in the field. 

Types of Offers 

There are two types of offers: verbal offers and written offers. Learning about their differences is helpful when assessing how to respond. 

 Verbal Offers are job offers that are extended only verbally, i.e. through a phone call or in-person meeting. Though a verbal offer displays an employer’s intention to hire, it is still an informal offer, and you should request a written offer. Companies provide verbal offers to express their interest in employing you and assess your interest in the role.  

  • When responding to a verbal offer: 
    • Express eagerness and appreciation 
    • Ask for details 
    • Ask to get it in writing 
    • Do not accept immediately, as that puts you at a disadvantage when it comes to negotiating 
  • Know that if there is a delay between your verbal offer and getting it in writing, that could be due to internal processes, scheduling, or changes in plans. 
  • If you do not receive a written offer 48 hours after asking for one, you can send an email following up. 

Sample email asking for a written offer: 

Dear [Hiring Manger/Recruiter’s Name],  

I wanted to thank you again for offering me the role of [insert position name]. I am grateful for the opportunity to join your team. 

Would it be possible to send the offer in writing? I would love to review it to understand all the details. 

I look forward to hearing from you,  

[Insert Your Name] 

Written Offers are job offers that are formal and contractual. The written offer includes crucial information about your job title, job description, start date, schedule, compensation, benefits, and termination conditions.A written offer is ultimately what you will accept or decline. 

Internship vs. Career Expectations 

When assessing your offer and preparing to negotiate, it is important to set informed expectations. When you are assessing the possibilities of improving your offer, consider the following points.  

Internships 

  • Pay is often fixed or standardized; if companies are not flexible with negotiating the pay, that is not uncommon.
  • If pay is not negotiable, consider negotiating housing stipends, travel pay, or bonuses instead.
  • Remember, when negotiating, you must leverage niche skills or experience to contextualize why you want more! 

Career 

  • Unless they explicitly state pay is non-negotiable, pay is often negotiable.
  • If you are unable to negotiate pay, consider whether you are interested in negotiating benefits.
  • Remember, when negotiating, you must leverage niche skills or experience to contextualize why you want more! 

Once You Have an Offer  

Congrats on receiving an offer! Be sure to read the entirety of the offer so you can understand the specifics. When evaluating your offer, assess whether it aligns with your priorities and what could be improved. 

  • When you have a written offer, it should include your job/internship title, salary, start date, supervisor’s name, and the deadline for responding to the offer.
  • Companies often permit a range of 2-10 business days to respond to their offer.
  • Compare the salary and benefits to your priorities and assess whether the offer meets your expectations and non-negotiables.
  • Maintain communication with the employer during this period. Don’t wait until your deadline to ask to negotiate your offer. 

During Salary Negotiation 

It’s time! When you are negotiating: 

  • Show your enthusiasm for the role. Receiving an offer is very exciting!
  • Communicate value by comparing your skills and accomplishments to the role description.
  • When assessing your market value, consider your related work experience, related internships experience, specialized skills, related projects, product or industry knowledge, research, awards or any other professional experience which highlights your competency.
  • Don’t feel afraid to ask for more time! Especially if you have multiple offers, it is important to take the time to evaluate all offers and prioritize your wants.  Make sure that you ask for more time before the date of the deadline.  

If you have multiple offers: 

  • Do not be afraid to mention that you have multiple offers to companies. This highlights that you are a desirable candidate. This can also be a valid reason to ask for an extension in making your decision.
  • You should not mention the names or other identifying information about the other companies that you have received offers from.
  • If you have received an offer while you are still interviewing with other companies, mention that you have received an offer when trying to coordinate dates to meet with the other employers.

If you need help asking for an extension, here are some professional and courteous ways to do so: 

  • “I’m very excited about the opportunity to work at [insert company], thank you for the offer. However, this is an important decision for me, and I need time to consider it.”
    • If you are requesting an extension in getting back to them, it may be helpful to ask for a specific timeframe.
  • “Can we make an appointment to meet and discuss this?”
    • If you say that you want to make an appointment to discuss things further, make sure that you are prepared to discuss what you need to discuss. 

If they say “no” when you ask for an extension: 

  • If the employer says no, thank them for their consideration rather than trying to persuade them further.
  • Assess whether you are interested in pursuing this opportunity. Do you have any other offers? How are the reviews of the company on sites like Glassdoor? Is the role in alignment with your career goals? Consider the pros and cons of this opportunity.  

If you would like to practice negotiating or developing phrases to use throughout the negotiating process, consider scheduling an appointment with a career coach. 

After Negotiation Conversation 

After negotiating, you can either accept or decline the offer. It is important to note that once you accept an offer, you have made a commitment to that company. If you go back on an accepted offer, which is called reneging, it can damage your reputation, and it is very costly for the company that provided the offer. It’s best to only accept an offer that you know you want to pursue.  

Accepting an Offer 

  • Send an e-mail thanking whomever you negotiated with for their time and for considering your requests.
  • Ask for a new written offer if the employer is willing to make changes to the original.
  • Formally accept the offer restating the agreed upon terms in writing (email).
  • If any other organization interviewed you or provided an offer to you, email them and mention that you have accepted an offer in a different company and wish them well.
  • Remember, only accept an offer when you have considered all possible options. If you renege an offer, it can be damaging to your reputation and should be avoided at all costs. 

Declining an Offer 

  • Write an email thanking them for their time and interest in hiring you to leave a good impression.
  • State your decision clearly.
  • Include information about why you are declining in a brief and professional manner (whether it is another offer, the location, etc.) this could help the company with their future offers.
  • Thank them again and wish them well. 

Sample email for if you are pursuing a different offer:  

Dear Hiring Manager, 

Thank you for offering [insert role], at [insert name of organization]. However, after careful consideration I decided to pursue a different opportunity that is more aligned with my career goals.  

I appreciate the time you invested in my candidacy and sincerely enjoyed our conversations. 

Best,  

[Insert Your Name] 

Sample email for if you are simply declining the offer: 

Dear Hiring Manager, 

I sincerely thank you for taking the time to interview me for [insert role], at [insert name of organization]. However, after careful consideration, I have decided this role is not the right fit. I appreciate the opportunity and hope we stay connected.  

Best,  

[Insert Your Name]