Talking about Salaries & Offers
What to Say
1. Give a general but educated response if asked about salaries earlier on in the job search. Sometimes employers will ask for a salary history or salary requirements with your initial application. This is more common with positions requiring more experience and less so for entry-level ones, as employers use this to gauge the appropriateness of an applicant: if applicants set salary expectations too high, they can be ruled out as too expensive; if expectations are set too low, the employer may question the true qualifications or experience of the candidate as they have set their worth below value.
If it is only suggested that you include salary requirements, then you do not need to mention anything. But if it is required, then acknowledge the request with your willingness to take a competitive salary or with mention of an appropriate range:
"I will consider any offer that represents the standard amount appropriate for my education and experience."
"The most recent survey by the National Association of Colleges and Employers states that an entry level position in advertising, for candidates like myself with a Bachelor's degree, is between $___ and $___, and that's the range I am in."
A similar approach can be taken during the interview process:
"I expect to be fairly compensated for my work. I feel confident that if we determine I'm the right person for the job, we can reach an agreement."
"I expect the standard amount appropriate for my education and experience."
2. Always think in terms of ranges. If during an interview you are pressed for a specific salary requirement, a good strategy is to ask the interviewer what the salary range is for the position. Normally the interviewer will share it: “The range is from $30,000 to $35,000.” You can then respond with, “Yes, I'm within your range” or “Yes, that's near what I was expecting; I'm thinking in terms of $35,000 to $40,000.” If you are pushed to provide salary expectations by an employer who will not first tell you what the salary range is, you may provide a range based upon your research. This is also the case if you decide to negotiate the salary amount of your offer: instead of stating a specific amount, give a range to begin the negotiation. Remember, however, that the lower number you quote should always be acceptable to you.
3. Do not accept or decline an offer on the spot, even if it is your ideal job. Thank the person for the offer and convey your enthusiasm for the position. Ask them to send the particulars of the offer in writing. Let them know that you will get back to them in a couple days (or longer, depending on their timeline and yours). Take the time to thoroughly review the offer, the organization, the position, and what it is you want from your job. Don’t be afraid to ask the employer any questions that you may have. This is particularly important as it is unacceptable to renege on your acceptance of an offer, even if it is a verbal acceptance. You want to be sure of your decision when you contact the employer with your answer.
4. Find out how negotiable the offer package is. For entry-level positions, there is usually less variation (e.g. an employer may offer all new hires the same compensation without special considerations), but generally employers will have some flexibility with compensation, even if it is only with the benefits and not the base salary. Ask the employer how flexible the offer package is.
5. Give clear reasons to support your request for higher compensation. If after evaluating the offer package, you decide that you deserve either a higher base salary or additional benefits, think specifically about what you have to offer that is beyond comparable candidates. For example:
"As the Treasurer of [my student organization], I initiated a new fund-raising drive that brought in over $10,000 and provided the establishment of a new $500 scholarship to our 'Outstanding New Member.' As such, I have proven my fundraising capabilities and feel particularly well prepared to be highly successful in your development office."
Try to consider this objectively and not as a way to push the employer to their limits. You should think clearly about what is acceptable to you and outline that to the employer from the start. Beyond the base salary, you can consider negotiating the following: your first preference in geographic location, early salary/performance review, relocation reimbursement, flexible work schedule, tuition reimbursement plans, and professional development training or conferences. Throughout the negotiation, be clear about what you are asking and courteous in your communication.