Negotiation and the acceptance or rejection of an offer is the final step in the job search process. According to negotiation experts Robin Pinkley and Gregory Northcraft, only about 25 percent of job applicants attempt to negotiate. Virtually all employers agree that it is appropriate to negotiate as long as it is done professionally, and all candidates should seriously consider negotiating.

Ten Most Important Things to Remember

  1. Negotiate only after a company has given you a formal offer but before you formally agree to accept the position. At this point you can be certain that they are fully invested in you and that they want you as a part of their organization.
  2. Negotiation is a process of deciding what resources two or more parties will give and take in an exchange.
  3. 90% of employers want their applicant to accept the offer and be satisfied. They have already invested in you and may be willing to invest a bit more to finalize the deal.
  4. You should be certain that you are accepting a position where you have what you need to be satisfied and successful.
  5. Women are less likely to negotiate than men, and this contributes, in part, to the continuing wage discrepancy between the genders.
  6. Negotiation involves tradeoffs, so that both parties feel satisfied.
  7. Many employers offer less than they are willing to pay because they expect the candidate to negotiate.
  8. Negotiate only if you are willing to commit to the position.
  9. Negotiating at the time of job acceptance can mean not only a better salary to start with but increased earnings throughout your careers.
  10. Negotiate once. In other words, avoid bringing items forward after the employer believes you have reached an agreement.

The Career Development Center is committed to insuring the success of graduate students during their education as well as upon graduation.

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