Salary/Job Offer Negotiation

It is obvious that when you are one step closer to leaving academia and moving into an industry position that suits you ideally can make you excited.

So, imagine your excitement when you get your first industry job offer!

The best time to negotiate your salary, whether in person or by email, is after you have impressed your potential employer but before you sign their offer.

Twenty-eight percent of respondents to “PayScale’s Salary Survey” said they had not negotiated salary specifically because they were uncomfortable discussing money. If you are one of them, you might wonder whether an email is a solution to your problem. After all, it is easier to be confident in your request when you can proofread it before the hiring manager “hears” it. (Also, no one can tell if your palms are sweaty.) So, can you cut out the uncomfortable conversation and do it over email?

The hiring manager must know that you are genuinely excited and grateful to accept this offer. The most appropriate language in this part email is phrases about working together. You are excited about working together at this company. You are also looking forward to working together to find a salary and benefits package suitable for both of you.

When to Negotiate in Person/on the Phone

If you aim to get the highest salary possible, having the conversation the old-fashioned way might be your best bet.

Generally speaking, “it’s better to do in person or over the phone,” says Alison Doyle, Job Search Expert at The Balance. “It’s easier not to lock yourself into a numbers game.”

Negotiating in person allows you to adjust your script based on the feedback you are receiving from the hiring manager – not to mention his or her body language, which can be a big tip-off.

When to Negotiate Over Email

If you truly cannot stomach the idea of asking for more money in person, Doyle says email can also work “if you phrase it carefully.” Applicants should mention that they are very interested in the position, she says, and then ask if there is any flexibility in the compensation package. “It could also be easier for the employer because they don’t have to respond immediately,” she adds.

Of course, that also means you must wait for a response — and bite your nails wondering whether your request was taken the wrong way. Bottom line: it is probably best to negotiate in person or on the phone if you can manage it … but if you cannot, asking for more is always better than not asking.

Since most companies will send a job offer via email first, that is your best moment of opportunity to discuss the terms of their compensation package. Yes, the HR manager or whoever is assigned to discuss your salary may balk at first. It is in their best interest to pay you less, of course. Not that they want to trick you; it is just part of their job. Expect initial reactions like,

“I’m glad you like the prospect of working with us. Unfortunately, the base salary we offered you is our budget for this position.”

You might think there is no room for negotiation. Wait to back down. Stay polite and enthusiastic while negotiating your salary. You are here to negotiate and won't need to back down after your first attempt. Could you read on and keep the communication lines open?

Negotiation Tips, Regardless of How You Ask:

1. Know your worth. Many hiring managers will try to peg offers to your salary history, but the role should determine compensation, not the candidate’s previous jobs. PayScale’s Salary Survey can help you find the appropriate range for the position and your skills and education.

2. Know what you want to say. Whether you are negotiating over email or in person, choosing the right words and asking in the right way is crucial. These salary scripts can help you get started. Obviously, you will have to adjust based on the responses you get from the hiring manager, but preparation always pays off.

3. Know where to draw the line. Unless you are desperate for a job, there will always be a rock-bottom number you cannot accept below. Know that number before you go into the negotiation — but do not give it to the hiring manager immediately. Never throw out a number you would not be happy accepting, either as the low end of a range or as a single target. It is likely to be your offer, and you do not want to start the negotiation feeling unappreciated. That is not in the hiring manager’s best interest or yours.

If you have just received a job offer, especially if it was over email, crafting a quick message is a way to strike while the iron is hot for salary negotiation.

Keeping your salary negotiation emails polite, professional, and direct is best. You want to demonstrate that you are thoughtful and organized and respect your supervisor’s time.

1. How to state your counteroffer?

The number you say in the email is the jumping-off point for negotiations and not necessarily the number you expect will ultimately be offered to you. Use a tone that is “respectful, polite, and professional. It is also important to remember that the majority of employers expect that job applications will negotiate a starting salary.

The following phrases will help you keep that respectful and professional tone while getting your point across, as well as some to avoid:

Effective phrases

• “Is there any wiggle room?”
• “If it’s not too sensitive, do you mind if I ask you what the salary range is for this role?”
• “Can we discuss the other components of the compensation plan?”
• “How willing are you to . . . ”

Ineffective phrases

• “I will not accept anything less than X.”
• “I need a higher salary to pay my bills.”

The number you ask for means little if you cannot back it up with research and justification. In fact, research is one of the most important things you can do to make your salary negotiation successful. Tools like “Glassdoor” can help you get a sense of what the average salary range is for someone with experience in your industry or your city. Always try to cite your sources, mainly if you are relying on numerical information to back up your ask.

?Candidates often need to remember to explain the reasons why they want or deserve a higher salary. Researchers have found that negotiators that include a reason why they deserve something are more than 20% more effective than those who do not.

I think following the template as a jumping-off point for your salary negotiation email can be helpful. This template is ideal because it is brief and to the point, which fits the needs of busy recruiters and hiring managers, along with being polite, clear, and direct:

Example 1 - Short and Polite Message

Dear Hiring Manager,

Thank you for offering me the position. I am excited about the opportunity and cannot wait to start.

For starting salary, I am looking for something closer to [insert specific number]. The reason why is [specific reason].

Is there wiggle room?

Sample 2 - Request for a Salary Requirement Email

Dear Hiring Manager,

Much of my career has been in (industry), and the skills I’ve learned from this line of work directly apply to the skills in (target job).

I can contribute well to your team and welcome the chance to prove it to you.

As requested, my expected salary is ($_______) excluding benefits and incentives. That is based on the job description and the average annual salary for this position. My requirements are negotiable, depending on factors such as improved career advancement and training opportunities.

Example 3 - Negotiating Based on Salary Market Data

Dear Hiring Manager,

Thank you for offering me the job of (position) at (Company Name). The job description is a perfect fit for my experience and career goals. I am also excited to join your company’s growth plans.

I would love to discuss the base salary before signing your offer. The (position) demands (X years of experience) and (Y skills), which I have. But based on my contributions to previous employers and the average salary for this position, I respectfully ask you to consider your initial offer of ($_________).

The average annual salary for this position in our industry ranges from ($_________) to ($_________), so I believe an offer of ($_________) will be more in line with my qualifications and the demands of this position.

Thank you again for your offer. We can come to an agreement that is beneficial for both of us.

Regards,

(Name)

Example 4 - Received a Higher Offer From a Different Company

You can use this tactic only if you are ready to walk away. Only if you genuinely have another offer and are not just in talks with the company:

Thank you for offering me the (position). I am excited to work with your team.

I want to discuss the base salary before I accept your offer. While your company is my first choice, I have received another request with a higher base salary of (higher $______).

Still, I am more interested in working with your team and would readily accept your offer if you could match this base salary. I appreciate that this amount may be over your initial budget, but I am flexible and willing to negotiate with you to develop a solution that benefits both of us.

I am confident that I will contribute significantly to your team and hope that we can come to a mutually beneficial agreement.

Sincerely,

(Name)

Example 5 - Total Compensation Not Enough Based on Job Scope

Sometimes, after several interviews, you will find out that the job description is not 100% accurate. In this case, the initial job offer might be lower than what is appropriate given the job scope or skills required:

Dear Hiring Manager,

Thank you for allowing me to work in your new (position). I welcome this challenge and look forward to working with you.

However, I have some concerns regarding the compensation package you sent me. After several rounds of interviews, I have realized that the job is far from the initial job description I read when applying.

While I have the skills and experience to do well in this role, given the amount of work expected of me, I feel that the initial offer is too small. My position is challenging (reasons 1 and 2), so it will require someone committed and experienced in this field.

Because of this, I believe the current offer will better suit the job’s demands if it is increased by (amount to be added).

I hope we can agree on this matter. Can we discuss it at our next meeting? Feel free to email or contact me to discuss this at a convenient time. I appreciate your consideration.

Example 6 - Negotiating Using Your Skills or Previous Performance

This situation is the opposite of the previous one. In this case, your skills or previous performance are more than what’s required of the job. In short, you are overqualified, but they still like you for the position. You can use this to negotiate higher pay, better career advancement opportunities, or an early salary review:

"Hi (Name),

I hope you had a great weekend!

I've been considering the (Recruiting Manager’s) offer over the weekend, and everything sounds good, although I would like to discuss the base salary component.

I'm a perfect match for this position, where I would add significant value to (Company) from day one. I have a vital (skill) background and have built and managed teams of (industry) people. I am exceptionally good with clients and have taught short courses on building rapport with and managing clients. I have a (degree or specialization) and have successfully handled many portfolios of business in the (industry name) over the past (X years).

I've been working with (Employer) for over (X years) and have experience with many of their partnership managers and leadership team.

All of these qualities contribute directly to the core components of this particular position, and that's why I'm excited about the opportunity to work with (Name of potential boss).

(Name of the potential boss) offered ($_____), and I would be more comfortable if we could settle on ($_______). The amount reflects the importance and expectations of the position for (Company Name) and my qualifications and experience as they relate to this particular position.

Thanks for your time, and I look forward to talking with you on (Date and time following the interview or call).

All the best,

(Name)"

Example 7 - Asking for a Better Job Title

Job titles matter if you consider the future with your new employer and take your career path seriously. So do not be shy about asking for a better one.

The smaller the company, the better your chances of getting a better job title. Startups, especially, are not too picky regarding job titles. When it comes to bigger companies, it pays to ask but do not get your hopes up.

Scott Ledbury, Managing Director and Co-Founder of Slinky Productions, says,

“Ask your boss to define your job role and description, including how it relates to the whole company’s hierarchy. Get this document in writing, if possible. This will make it easier for your boss to see what you do daily and how a more fitting job title affects your contributions to the company as a whole.”

Please emphasize how a more accurate job title will help you better coordinate and set expectations with other departments and clients. Don’t frame the request so it's all about your resume and career progression—that’s not what they’re interested in.

Here’s an email template from Attorney Goodnow, which highlights the benefits of a different job title from the employer’s point of view:

“Thank you again for the offer. I can’t tell you how thrilled I am about the possibility of working with you and your team. I hope to have an answer back to you by the end of tomorrow.

Quick question: do you know if the job title set in stone?

Although I understand why the current title exists, I was wondering, as I read through the job description, if a different title fitting the bill would be possible.

I certainly don’t want to be complicated. Still, having the title match the position and its responsibilities would help appropriately reflect my duties—and add clarity about the role internally and externally.”

Example 8 - Signing Bonus Email Example

What if, moving to another company can lose you money? It happens more than you would expect. Employees stand to lose annual, year-end, performance, and even Christmas bonuses upon leaving their current employer.

Is that money lost for good? Not really. Use this template to get all or part of that money—from your would-be employer.

Dear Hiring Manager,

Thank you for allowing me to work in (Company) in your (position). I’m thrilled at the prospect of working with such a promising team.

Before I accept your offer, I would like to talk about the compensation package. Please don’t get me wrong, I’m happy with the base salary, and I think it aligns with the job description and average market salary. However, I’m due to receive ($__________) as (bonus or incentive name) from my current employer this year.

Transitioning to work with a new company would cost me ($__________), an amount I worked hard for throughout this year. So to make this transition easier, I would like to request a signing bonus of (50-60% of what you’re supposed to receive) to recuperate the amount I am set to lose partly.

I see a bright future at (Company) and know I can significantly contribute to your team.

Thank you again for this opportunity. I hope we can come to a mutually beneficial agreement.

Yours,

(Name)

Negotiate With Care

Just to remind you, this is a jumping-off point; further negotiations may come later. But by putting in the work of research now and distilling your ask into short, sweet terms, you are well on your way to getting the top-dollar salary you are asking for.

All these salary negotiation email templates have one thing in common: they are not demanding. The tone is polite and somewhat curious.

Keep in mind; you are trying to open a conversation with the attitude that your future employer isn’t out to trick you. You want to make a reasonable request while aiming for a professional outcome.

Finally, when everything is to your liking, please make sure it is all included in your new contract. Happy negotiating!

Tips

Many people may not know which method of communication is better for salary negotiation according to the situation; Email, Phone or In-Person.

Remember that you should not negotiate right after receiving the initial offer. That suggests you are asking for more money without thinking twice about what they offer you.

Could you give yourself some time to reflect on their offer? Most companies will allow you time to review their offer anyway. Use this time to scrutinize every inch of the compensation package—from the base salary all the way to the benefits and incentives.

As for which communication medium is better for salary negotiation, there is no one correct answer.

Kristin Scarth, Career Services Manager at Employment BOOST, says, “We always advise clients not to have difficult conversations via email. Things get interpreted the wrong way too easily, so we ask them to talk in person or on the phone so nothing is taken the wrong way. Besides, when you’re talking, you can sense how receptive the other line is to what you’re saying.”

However, that is just one point of view.?Pierre Tremblay, Director of Human Resources at Dupray, says, “Negotiating over email is better for candidates because it gives them time to be composed. Bad decisions and awkward situations usually derive from circumstances where one party feels stressed. Asking for more money over the phone is awkward. But email gives you the ability and time to compose your thoughts into a coherent argument.”

Compensation is more than your Base Salary (Other Perks to Negotiate)

Sometimes, there needs to be more room for negotiating the base salary. It could be due to budget constraints, corporate pay grade levels, or legacy employees. If that is the case, do your best to negotiate a higher base salary first. Then move on to other negotiable items in your compensation package.

Remember, many of these benefits or incentives have no clear tradeoffs or equal conversions. For example, work-from-home benefits may or may not equal a $3,000 lower base salary. An early salary review may or may not equal five more vacation days. It all depends on your priorities.

Here is a list of benefits you can negotiate according to your industry:

• Company stocks
• More vacation leave
• More sick leave
• Early performance review
• Travel privileges
• Training allowance or career development stipend
• Early performance review
• Company car
• Signing bonus
• Relocation allowance or assistance
• Tuition reimbursement
• Training certifications
• Child care
• Gym memberships
• Expense account

Do not ask for the Sun, Moon, and the Stars

How to negotiate a salary effectively takes some consideration and care. There is a lot you can ask for. But don’t be greedy. Remember that you will work with these people soon, so do not make them feel you’re taking advantage.

Attorney James Goodnow, Personal Injury Lawyer at Fennemore Craig and negotiation expert, says, “Beyond economic factors, the person with whom you’re in a negotiation must feel validated. Please indicate that you understand his or her position. Remember: if someone feels annoyed by you or questions your negotiation, they will likely be less inclined to work with you. That’s not the way you want to begin a relationship.”

- Nastaran Sadeghi, HR Professional