UMass Amherst Alumni Association

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Career Tips: Negotiating Salary and Benefits

Most people find salary negotiations uncomfortable. As a result, the temptation is to simply agree to whatever is offered and potentially undercut their real worth. Alternatively, some people use negotiation skills better suited to buying a used car than the delicate task of getting more pay while keeping good relations with a new employer. This risks starting off the relationship on a bad footing. Preparation is the key to good negotiations. This guide can help you negotiate the best possible combination of salary and benefits with a higher level of confidence and tact.

• Be Prepared
• Be Ready to Discuss Your Worth
• Handling Money Questions

Be Prepared

1. Get information on the market salary range for this type of position, in your geographic area. Also understand other leverage factors such as how badly the organization needs the position filled and how much competition there is in your geographic area for positions such as this.
2. Think through the value of benefits. What benefits are critical to you? (Health and dental care? A 401K plan?) Which are negotiable? What is the economic value of the benefits being offered? Some organizations may offer a lower salary, but the economic offset of the benefit package makes it as attractive as higher pay.
3. Download and print this Budget Worksheet to help you determine how your needs stack up against your earning power.
4. Before your interview, write down the salary you want to earn (your salary goal), the salary you need to live on(your salary needs) and the lowest amount you’d be willing to settle for. This will give you some solid figures from which to negotiate. Know what your "walk away" salary is before the interview.
5. Have realistic goals. If you are entering an entry level position, salaries are relatively fixed. This is also true for most government and teaching jobs. Mid-level and executive positions are more negotiable, with the most flexibility at the highest organizational levels.

Be Ready to Discuss your Worth

1. Role-play your salary negotiation skills with a friend.
2. Be sure you are prepared to discuss your skills and accomplishments in detail, to show why you would be valuable to the organization. Be specific about past accomplishments such as money saved, sales achieved, efficiencies created, corporate goals you met.

How to Handle Money Questions

1. Let the interviewer be the first to bring up salary. If possible, wait for their offer. When asked directly what your salary requirements are, consider responses such as:
   • "I would consider any reasonable offer."
   • "I'm open to discussion about salary and compensation."
   • ”What do you see as the salary range for this position?”
2. It is best to keep your personal needs out of the discussion. Never say "I need at least $______." The employer cares about your potential value to the organization, not your economic needs.
3. You may sidestep questions about your salary history by saying “I’d prefer to discuss compensation after I’ve learned more about this job, but I’m confident we will come to a mutually satisfactory agreement.” But, if it becomes necessary to discuss your salary history, never lie.
4. When given a range, suggest that your range is near that and give a range starting at the mid-point of their range.
5. When offered a salary, simply repeat the offer and pause. This effective negotiation technique can frequently yield at least a small boost in the initial offer, if you are willing to accept the discomfort of that little moment of silence.
6. Once you have accepted a job offer and salary level, be sure to get it in writing.

Career tips are brought to you by the UMass Amherst Alumni Association and CareerTools®.