Salary, Job Offers, & Negotiation

When to Negotiate and Why

You should negotiate when you have a reason to do so. Is the salary lower than you feel is reasonable for your skills and experience? Are there benefits you would like to see that are not initially offered? Are you concerned about equity issues?

On average, women make 83% of what men make

Many minoritized groups experience wage gaps in the U.S.

Remember, there is always some risk in negotiation. Take time to review the tips below and practice your negotiation strategy so that you can project a professional image to your future employer while advocating for yourself appropriately. Make an appointment with the Career Center for individual coaching on this process. Also, Powercat Financial also has great resources and support for salary negotiation and transitioning to work.

Steps for Negotiation

1. Estimate your living expenses

Before accepting an offer, it’s important to know what salary you will need to meet expenses. While some expenses, like loans, may stay the same regardless of your location, others—like rent, transportation and the cost of food can vary depending upon where you live.

Check out these resources:

CNN Money Cost of Living Calculator
Nerdwallet.com
Contact K-State’s Powercat Financial for a free on-campus resource for students to help with personal financial planning and budgeting.

2. Research salaries and develop a salary range

There are a variety of resources that can help you determine a salary range for the position you are seeking. To get a more complete picture, use multiple resources, and when possible, evaluate differences by location and specific job title.

Develop a salary range

Based on your budget needs and research on salaries, you will want to establish your own ideal salary range. You won’t share all of these numbers with an employer, but they are important for you to consider as you start your negotiation process.

Walk-away number—It is important to know the lowest salary you can afford to take given your expenses. Don’t forget to consider cost of living.
Reasonable (target) number—This number should be based on your salary research and should be the ideal salary you hope to receive at the end of your negotiation.
Dream number—This is a stretch number which may be at the upper end of the salary range you have researched.

3. Consider your skills, strengths, and what the company needs

Review the job description again in detail. What skills and expertise is the employer seeking? Next, reflect on your personal skills and strengths. In particular, focus on those that overlap with the employer’s needs.

Use these skills and experiences as evidence to support your discussion about salary.

Make the connection between your skills and the position — how will they help the employer? This will help you make the case for your target salary.

4. Practice what you will say to the employer

Frequently Asked Questions

When should I bring up salary to an employer?

What should I do if an employer asks about my salary expectations?

Sometimes an employer will ask about your salary expectations, either in the application, during the interview, or at the time of the job offer. It’s best if you can deflect this question. Following are some of the ways employers may ask about your salary expectations:

On the application: If possible, list “negotiable.” If a number is required, provide your target salary or a range based on your research.

During the interview: Try something like, “I’m really interested in the position, but would like to learn more about it before discussing salary.”

After the interview: Try initially to politely avoid answering the question: “This position seems like an excellent fit for me. I would certainly be glad to consider a specific offer.”

What should I do when I receive an offer?

Whether you receive an offer in person, on the phone or via email, it is usually advisable to take some time to reflect. Be sure you have full information about benefits in addition to salary.

Offers received in person or on the phone: If you are interested in the position, thank the person for the offer, then ask to receive the offer in writing. Also ask when they will need a response from you. Find out how they would prefer you get back in touch with them—phone or email?

Offers received in writing: It may seem like once an offer is in writing it can’t be changed, but written offers can still be negotiated.

If you have questions about what is typical in an offer letter in your field, consider scheduling an appointment with an advisor at the Career Center. If you have questions about an employment contract, contact Student Legal Services, who provides free legal services to current students.

How do I begin the negotiation?

Sometimes salary and/or benefits don’t meet expectations in the initial offer. To begin a negotiation, you will need to be prepared with your research and be able to talk about your skills and how they will help the employer. Demonstrating confidence and showing respect during the negotiation process is also critical.

When you are ready to respond, tailor the key elements:

Let them know you’ve done research, and work in your target salary:  “Thank you for the offer. I am very interested in the position and your organization, and believe this role is an excellent fit. I’ve been researching typical salaries for someone with my skills and experience in this position and was hoping for something closer to $_______________.” (Consider using a number slightly above your target salary, to allow room for negotiation).
Then add evidence: Talk about the specific skills and experiences that make you unique and will add value to their organization. For example: “There are a number of strengths that I can bring to your organization, including a strong work ethic and leadership skills. I have earned a high GPA while also being extensively involved in campus leadership roles throughout my K-State experience. I believe these skills and my ability to lead teams will help me be a strong manager."

How do I ask for more time to consider an offer?

Ideally, employers will give you a deadline to respond. If not, you can ask for more time. Or if you have received a short deadline, you can ask for more time (the Career Center suggests 2 weeks maximum).

Example: “Thank you so much for the offer. I am definitely very interested, but need some time to consider it. Would it be possible to get back to you by ___(date?)”

You can also use this strategy if you have received an offer and are waiting to hear from another company of interest. As long as you haven't accepted an offer, you can contact the second company that you may be more interested in.

Example: “I really enjoyed the opportunity to talk with you about the ____ position during our interview on ____ (date). I was wondering when you will be making a decision about this position. I have received another offer but am still very interested in your opportunity. Thank you for any additional information you can provide about your timing.”

What is the etiquette for accepting or declining an offer?

Do not accept an offer and then continue interviewing with other employers. This reflects poorly on you and on Kansas State University. Employers who have candidates drop out after accepting offers may elect not to recruit on our campus. Review additional important details on the Career Center’s Offer Guidelines here.

When you do decide to decline an offer, be sure to notify the employer as soon as possible and thank them for their time.

Example: "Thank you again for your generous offer. I really enjoyed meeting with you and your team. I have accepted a position with another company, but appreciate your time and consideration."

Negotiating Benefits

Benefits are a significant part of your overall compensation package. While not all benefits are negotiable, it is important to evaluate them carefully and be sure that you understand what is being offered.

Here are some common benefits that organizations may offer:

Health Insurance: Find out what you will pay in premiums and out of pocket. While this may not be negotiable, it can help you if choosing between offers. Significant out of pocket amounts can put a dent in your salary.
Retirement Benefits: Does the company match contributions? When does this begin? Consult with PowerCat Financial if you have questions about whether your offer of retirement benefits is standard.
Paid Time Off (PTO): Includes vacation, sick/disability leave, and family leave. How often do you accrue leave? When can you start using it?
Moving Expenses: If you would need to re-locate for a job, you could try negotiating moving expenses. If you don’t have to re-locate and this is part of a standard offer, it might be possible to negotiate for the moving allotment to be added as a one-time bonus or addition to your salary.
Continuing Education: Will the company help with the cost of additional training or advanced degrees?
Remote Work Options: Are there policies in place? Is this an option that can be negotiated?