Offer, Acceptance and Negotiation Making an Informed Decision Undergraduate Career Services Kelley School of Business

The Challenge knowing your bargaining position making an informed decision savvy negotiation accepting the offer

Bargaining Position strong position more typical position lots of offers, outstanding tech skills, little competition name your price, but w/strategy you want them glad to have you, not resentful of your demands more typical position really want the job terrified of losing it by being too aggressive doesn’t negotiate effectively

Know The Market research accurate salary data deviations Use UCSO resources deviations evaluate bargaining power alternative plan lowest acceptable salary

What Can The Employer Offer salary signing bonus commissions moving allowance early performance review health plan tuition reimbursement stock awards or options profit sharing pension or 401(k) lifestyle issues severance package

Salary Statistics Class of 2008 Supplement a competitive salary or to lure you away from a competitor Maintains departmental salary structure Risks possible, know the details

Bonuses best if tied to measurable criteria requirements for earning it sales performance work performance customer satisfaction money saved recruiting new staff member

Commissions sales goals commission percentage, standards for meeting it, and additional rewards for exceeding goals size and location of sales territory, degree of exclusivity, and access to specific accounts length of time to keep the territory if you meet your goals

Moving Allowance Negotiable Reimbursement What will it cover? Distance from home address Type of position and industry

Health Plans plans vary open-enrollment not negotiable payroll deduction employee contribution medical, dental, prescription options

Tuition Reimbursement benefit coverage restrictions loans or grants continued obligation sponsor educational opportunities informal, on-the-job training mentoring formal courses and seminars

Stocks, Profit Sharing, Pensions employer contribution employee contribution time for vesting length of estimated employment no guarantee incentive/performance

Early Performance Review for salary increase or promotion request a 6 month or even 3 month review you can make a significant impact that fast?

Decisions, Decisions?

Negotiation not like buying a car your personal bottom line they offer you counter they counter offer… your personal bottom line more, less, acceptable, decline avoid aggravating the employer

Avoid Pushing Too Far deal may be rescinded invite over-scrutiny and criticism have to live in the climate you create

End of Negotiation Signals final words that signal the end “I just can’t go beyond what I’ve agreed to already” “I think your expectations are beyond what we can do” “Please consider this our final offer” continue to push will cause alienation and negative outcomes

Work/Life Balance location travel schedule balance work and family future stability company culture

Accepting A Job Offer get it in writing title and major responsibilities start date supervisor salary other forms of compensation benefits special arrangements keep a signed copy in a safe place

Employment Prerequisites physical exam drug screen citizenship or immigration status security clearance background investigation credit, criminal records, travel history verification of academic credentials official transcript

Asking for More Time ask yourself, “why do I need more time, what am I looking for?” be reasonable can usually get more time if negotiations have been verbal, ask to receive the terms in writing ask for a few days to consider the offer clarify a few points if more time needed

Declining A Job Offer act decisively; don’t string them along further call or email a thank you graciousness means you won’t burn any bridges do not need to explain

DON'T Renege An Offer Offer Acceptance contractual relationship STOP all job search activities disrespectful lacks integrity dishonest unethical

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