Two questions you should always ask are: "Is there anything you think I might not like about the position or the company?" and "Are there any areas in which you think I might encounter difficulty?" Interviewers usually paint a glowing picture of a position and their company, but both often have undesirable features. Although company representatives seldom volunteer this kind of information, they're usually candid when asked.
Once all your questions have been answered, if you're satisfied with the offer, accept it. If you're currently employed, ask for a letter confirming the details before giving your "official" acceptance and notifying your present employer. It's a good idea to ask for this letter even if you're unemployed, especially when you're expecting several offers.
If you want some time to think the offer over, work out a mutually agreeable date for advising the company of your decision. Although an immediate answer will be desired, it will seldom be demanded. Employers are accustomed to giving people anywhere from a few days to several weeks, depending on their level of seniority and the urgency of filling the position.
If you find that you need more time than you had originally anticipated (you could be waiting for a better offer from another company), there are two ways to handle this situation. You can ask for an extension, or you can explain that you want to discuss certain matters about the position (or the company) and schedule a meeting for this purpose. Clearly, the further away you arrange the date of this meeting, the more time you'll have obtained for yourself.
If you want the job but are disappointed with the salary, then negotiate for more money. The procedure for negotiating will vary depending on whether the offer was made by the hiring manager or personnel representative and whether it was extended in person or over the phone. Before discussing how to treat these variables, here the general format for requesting an increase. It's a three-step procedure;
First, assure the individual making the offer that you're interested in the position and the company. Next, explain that you were hoping for a higher salary and will accept an offer if the amount is increased. It's at this point that you state a specific figure. However, in accordance with all sound negotiating principles, ask for a salary that's a little bit above the amount you want. This will give the company room to negotiate back without your being penalized. You may also receive a pleasant surprise!
The last step is to justify the increase. The reasons you give to support it are as important as the amount of money you ask for. Base your request on your qualifications and value to the company, not on your personal needs. For example, never ask for an increase because you want to buy a new house, are expecting a child, or haven't had a raise in over a year. Your financial situation isn’t the fault of the new employer, and in the last case, a company doesn't want to pay for what another has been able to get away with! Moreover, it isn't to your credit that your employer passed you by.
Once you've reinforced your capability, it's appropriate to state additional reasons for deserving a higher salary. If you think the company arrived at the amount it offered you by using your current or previous income as a base figure and automatically increasing the amount by a fixed percentage, explain that the two positions aren't as comparable as they might appear to be and why you represent greater value to this company than to the other.
If you have a higher offer from another organization but want to work for this one, advise the company of the offer and that you'll accept theirs if the offer will be increased to equal the other. In this situation, companies often match their competition or increase the initial offer, without even asking to see an offer letter. However, do not claim that there is another offer on the table when there isn’t, and do not exaggerate an existing offer.
A final possibility is to try to have your responsibilities expanded in order to warrant a higher salary. This is the general procedure for negotiating an increase. Certain modifications are necessary depending on the circumstances under which the offer is made.
The ideal situation is when the hiring manager extends the offer in person. In this case, conduct yourself as above. However, if the manager makes the offer over the phone and the company is local, proceed in a slightly different fashion. After you've expressed that you're enthusiastic about the position and the company but that you had anticipated a higher salary, suggest coming in to discuss the offer in person. Some managers will arrange this meeting while others will prefer to negotiate at this time. The mere suggestion of this appointment, though, will put the manager in a more accommodative frame of mind.
If the hiring manager extends the offer over the phone and the company is located out of town, the negotiating will almost always be conducted during this phone call. It's only for executive-level positions that a company will fly someone in to finalize compensation. Conduct your negotiating as if the offer had been made in person.
If the offer is made by a personnel representative, the situation is more complex. You don't know if your salary was determined by the personnel department or by the hiring manager. You also don't know how much authority, if any, this individual has to negotiate with you. In some instances, it will be part of his job. In others, his sole responsibility will be to extend the offer and apprise the manager of your reaction to it.
When the company is local, advise the personnel representative of your interest in the position and the company, that you were hoping for a higher offer, and that you would like to arrange a meeting to explain why you feel an increase is warranted. He'll negotiate with you, set up an appointment, or ask what salary you're seeking and tell you that he'll speak with the manager and call you back.
When the company is located out of town, proceed as above, but explain that you would like to discuss your reasons for deserving an increase. This gives the personnel representative the opportunity to negotiate with you if he has the authority to do so.
It's important to be tactful when speaking with a personnel representative. Regardless of your feelings about an offer, never be rude or say anything that might irritate him. He could be the person with whom you end up negotiating! If not, he's now your link to the manager, and how he communicates your reaction and attitude can have a significant impact on the manager's willingness to accommodate you.
There will be times when a company won't increase its initial offer. Here, try to negotiate a raise to a certain level after a three-or six-month period. You can also negotiate the following: a performance bonus, stock option, expense account, insurance policies, vacation time, company car or car allowance, club membership fees, and legal, tax, and financial planning assistance.
If you were referred to a company by an employment agency and it's your responsibility to pay the fee, ask the company to assume this expense. If the company declines, try to negotiate reimbursement after a 3-, 6-, or 12-month period. Since companies are usually amenable to the latter, always ask to be reimbursed, whether or not you're negotiating salary.
