What to Say When It Really Matters
If the employer has offered you the job and is ready to discuss pay, remember the most important rule of salary negotiation: The one who speaks first loses. In other words, let them open up the bidding. The employer is likely to make a reasonable first offer, but may offer more if pressed.
If the Offer Is Not What You Want
Thank them for the offer and politely ask for two days to think about it. Leave and see if you change your mind. If not, call back and say, in effect:
"I've given your offer considerable thought and feel that I just can't take it at the salary you've offered. Is there any way that I could be paid more, in the range of _________________?"
This is not a time to play games, so do not reject the offer unless you really are willing to keep looking. If the employer really wants you, however, he or she may be willing to meet your terms. If the employer cannot meet your salary needs, say thank you again, and let him or her know you are interested in future openings within your salary range.
Quick Tip
Not matter what you do, never turn down a job offer until you have given yourself a day to think it over.
The Offer Is Reasonable
Accepting a reasonable offer right away can be a mistake. Remember first that money isn't everything. Be sure you are happy with the job description, the work environment, the possibilities for advancement, and all other aspects of the job. Also, discussing the offer with others (especially family) before saying yes is wise. Most employers expect applicants to take some time to consider offers and may be a little surprised if you don't.
You Want the Job-Time to Negotiate
If you do want the job and the offer is acceptable or close, it is okay to discuss this with the employer face-to-face. Here are some tips for handling this delicate situation.
Know Your Acceptable Range in Advance
You've let the employer suggest a figure, but before you make a counteroffer there's something you need to know: How much cash and fringe benefits will it take to make you accept the position?
Michael Schatzki, owner of the New Jersey-based Negotiation Dynamics, recommends that you know the very least you could be willing to accept and the most you could reasonably hope for. You can negotiate a higher rate, but if the offer falls below your minimum, continue job hunting.
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