Q: Do you have a suggested phrase or line to use when trying to negotiate salary? Let's say the company is offering $5,000 less than I make now. I would like for them to meet me halfway. That's the only issue keeping me from taking the job. I would be giving up some other benefits as well.
A: Here's my advice for discussing salary once an offer has been made. You're past the first stages, but I'll give you the big picture, anyway, for future reference.
1. Figure out the scope of the problem from the employer's perspective. Is the $5,000 a large or small percentage of the overall salary? It's harder to talk someone into adding $5,000 to an annual salary of $25,000 than to one of $65,000.
2. With this perspective, double-check the importance of the $5,000 to you. If it's essential, you'll want to gently but firmly let them understand that. If, as it sounds, you have room to compromise, you'll have an easier negotiation.
3. Here's what I might advise you to say when you first hear the offer: "That's terrific news. I'm very happy that you're offering me this position. It's my favorite of the jobs
I've been interviewing for and the one I'd been hoping to take." The purpose of this response is to show gratitude and enthusiasm while implying that this employer isn't the only fish in the sea.
Go on to say: "I understand the salary you're offering is $____. Can you please walk me through the rest of the offer?" At this point you are trying to understand the benefits, vacation, health care program, etc., so you have the total compensation in mind.
Now conclude with: "Oh, that's helpful. Thank you. I'd like to take all of this home to review. I like the job a lot, and I'm very interested in the offer. I'm a little concerned about the salary, as it's about $5,000 less than I've been earning. But let me go over it.
May I call you back tomorrow afternoon? How would 2:30 work for you?"
This timeout lets you think things over, while inviting the interviewer to look for additional money in the budget.
In your case, the offer is already on the table and you're waiting to break the news that the salary is coming up short. Try saying something like this when you call back:
"I've had a chance to review everything, and I think the offer is going to work, except that I'm still concerned about the base salary. It's less than I was budgeting for by about $5,000, and, because some of the other benefits are also less than I've been getting, the gap in salary cuts deeper than I had planned for. Can you tell me about your overall budget for the position? Is there room to raise the salary?"
Now you're in negotiations, and they'll either say "yes" or "no" to that question. If they raise the salary $2,500, you've achieved your goal. You can either push your luck or stop there.
If they won't raise the salary, you can ask if a signing bonus might be possible, or you can ask for an early review that would allow for a significant bump.
If you accept the position, write the interviewer a thank-you letter that outlines the terms of the offer. It's better to have things written down than to go on a verbal agreement for something so important.
- Amy Lindgren owns Prototype Career Service, a career consulting firm in St. Paul, Minn. She can be reached at alindgren@prototypecareerservice.com or 1071 W. Seventh St., St. Paul, MN 55102.