From the desk of: Allison Fuller
The Bermuda Triangle. Amelia Earhart. Salary negotiations. All unexplainable phenomena that have left us with more questions than answers. But, while the first two may never be solved, the third doesn’t have to remain a mystery. Envision’s co-founder and managing partner Allison Fuller sheds light on what to do when that coveted offer letter finally arrives and it’s not what you expected. Are you supposed to feel grateful? Insulted? Unsure whether to just accept it or push back and risk the whole deal? This is the exact moment where most candidates freeze, and where strategy can make all the difference.
You’re Offering Me How Much?
There’s a lot to think about when a job offer comes in, especially if the number attached to it is not what you expected. As you navigate this tenuous time of the hiring process, Allison reminds us of a few clear and simple rules to live by:
Evaluate
Begin by asking yourself why the salary is lower than you want.
- Is it because they offered the bottom of the compensation range?
Go back to the job qualifications and see how you stack up. If you meet all the qualifications, it may be worth a counteroffer. If not, you may want to set a higher rate as a goal as you gain trust within the company.
- Were you already planning on negotiating for higher than the range when you applied?
Keep in mind that if you decide to counter outside of the range, it may not be financially possible for the organization and, if done poorly, could cost you the role.
- You have another job that I’m trying to match?
There’s nothing wrong with wanting to match another offer, so long as you are honest with both yourself and the organization. You will not only get a more honest answer in return, but maintain a respectful relationship with the organization moving forward.
Obey the 10% Rule
Countering is good, as long as it’s reasonable. Which is why Allison strongly advises not asking for more than 10% of the total salary. If taking the job is your ultimate goal, it’s important to proceed carefully and not offend the hiring team by asking for something outside of their scope.
Justify with Experience and Skill
While there’s no harm in countering, it’s crucial to give objective reasons. “This is not the time for declarative statements about how you're a visionary leader or how collaborative you are or even how badly you need the money,” Allison says. “It’s time for statements like ‘you asked for 15 years experience and I have 25.’ Remind them of your qualifications for the job, get rid of the superfluous language.”
Consider the Entire Package
Many candidates look solely at the pay to determine if an offer is good or bad, when it’s important to consider everything that comes along with it. Does the organization have a great insurance plan? A 401k matching program? What about PTO? Be sure to factor in all these details and negotiate accordingly. Instead of countering with $10k more in salary, for example, maybe you counter with $5k and an additional 5 vacation days.
Remember the Fallen Comrades
While advocating your worth is important, don’t lose sight of the fact that there were other candidates who were also extremely qualified. “You don't know what the state of the organization was prior to this offer,” Allison says. “Maybe two managers were divided and you only narrowly got the job. Maintain your excitement, but remember that you are not the only person who applied for the role.”
Think Long Term
“Another effective negotiation tactic,” Allison says, “is to ask for a re-evaluation of your salary after a set period of time.” For example, you might say something like, “If I were to accept this role, can you guarantee an evaluation in 6 months, knowing that ultimately I'd like to be at this higher salary?” By leveraging your investment of time and effort, you’re showing you are dedicated to the organization, ready to work hard, and aren’t afraid to be honest about your needs and goals.”
Be Nice
Allison speaks about the assumption of the cut throat nature of negotiations. “People go in thinking they have to be overly confident and demanding, which is simply not true.” In fact, ugly negotiations can lead to the rescinding of offers. One way to learn more about language and behavior is to take a masterclass in negotiations or even one in navigating difficult conversations. “There is an art to having this discussion in a way that doesn't offend the other person while also not giving them all the power.”
A few more rapid-fire tips:
Don’t make the recruiter or hiring manager wait on your decision: Candidates often see this as a way to appear desirable, but it has the adverse effect.
There’s a limit to how much you can negotiate: Negotiations should not last longer than the interview process. Be wary of countering more than twice.
Be nice: We mentioned it above but it bears repeating! Think of the negotiation as an extension of the interview. If you’re rude when talking about money, why would anyone want to give you more of it?
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