Negotiating Your First Academic Job Offer

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Negotiating Your First Academic Job Offer

• Career Connection
• The Ohio State University
• 1640 Neil Avenue, Second Floor
• Younkin Success Center
• Columbus, OH 43201-2333
• [phone]
• http//www.careerconnection.osu.edu

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Agenda for Today

• Salary negotiation

Other areas of negotiation
Questions
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When to Negotiate?

• You are really not in a position to negotiate
  until the employer makes you an offer

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Are salaries really negotiable?

• Yes, and no.
• Department chair may have little discretion in
  some of these areas
• salary, benefits, and housing
• Department chair has some flexibility in the use
  of department funds to cover for
• summer research
• conference funds
• extra TA(s) or RA(s)
• secretarial help
• lightened teaching loads
• Department chair has some control over
• computer access and office space
• lab facilities
• parking

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How can I handle questions about salary during
an interview?

• SCENARIO (once you have experience)
• If asked "How much did you earn on your last
  position?" Tell the interviewer that you would
  prefer learning more about the current position
  before you discuss compensation, and that you are
  confident you will be able to reach a mutual
  agreement about salary at that time.

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Appropriate questions to ask if salary is brought
during an interview

• What is the salary range for this position?
• Does the institution ever pay higher than the
  starting salary? If so in what circumstances?
• What is the average salary increase for the
  position?
• How often are increases given?

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What do I need to know in order to negotiate a
salary?
First, determine the market rate salary range for
this type of position

• Use job listings, which indicate salaries for
  related positions.
• Ask your academic advisor and networking
  contacts.
• Call Professional Associations.
• Review published figures The Chronicle of Higher
  Ed. http//chronicle.com/section/Jobs/61/
• Call the university itself and check out salary
  postings

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What do I need to know in order to negotiate a
salary?

• Prepare a budget to determine your financial
  needs.
• Decide, BEFORE YOU GO INTO AN INTERVIEW, what
  salary you WANT to earn, what you NEED to live
  on, and what you will be willing to SETTLE FOR.
• Be realistic.
• Practice your salary negotiation skills.
• Document your skills and accomplishments, and be
  prepared to talk about them.

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What do I need to know in order to negotiate
salary?

• Don't be the first to mention salary during the
  interview, and use the negotiating tips (listed
  in the following slides) when the topic does come
  up.
• Never say, "I need at least ___ dollars."
  Provide the interviewer with a salary range.
• Don't worry about what your friends are making,
  the employer certainly isn't.
• Never lie about your salary history.
• RELAX! It's natural to feel uncomfortable
  discussing salary.

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Know your BATNA
(best alternative to a negotiated agreement)

• You have no good alternatives
• If risk averse or completely satisfied you may
  not want to negotiate at all otherwise given
  that they want you to join them, there is no
  reason why not to try.
• You have one or more credible alternatives
• Your choice will depend partly on the exact offer
  or package negotiated. You need to be clear about
  priorities. What conditions need to be met to
  make this job the most attractive one?
• You have a superior alternative
• Decide whether you want to negotiate over the
  less preferred one for the sole purpose of
  extracting a better offer from the preferred
  institution. This is risky because the less
  preferred may feel used and spread the word.

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The Negotiation If prepared

• Initial offer will be over the phone
• Express your pleasure at receiving the offer and
  enthusiasm for the position
• Clarify any aspects of the offer as necessary
• Express reservations if you have any and ask if
  there is any possibility of getting or working
  out (i.e lab facilities, library resources,
  summer research support)
• If you decide to negotiate salary ask whether
  there is any flexibility in the figures and be
  prepared to give your figure and reasons why
• Be straightforward, matter of fact, and honest
  assertive
• Do not frustrate your employer and undermine your
  credibility

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The Negotiation If prepared

• Do not press on matters beyond their control,
  though you can certainly ask for some commitment
  to intervene with the responsible agency (i.e
  child care center, housing authority)
• You can use any leverage you actually have I
  really want to come here, but _____ has offered
  me x, y, and z. Is there anything you can do to
  assist me in making a commitment to you?
• How far you want to go? Depends on you, bluffing
  always carries risks
• Silence can be an effective tool, especially in
  face-to-face negotiations

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The Negotiation If took by surprised

• Express enthusiasm for the position
• Clarify offer
• Ask any informational questions you have
• Say you will get back to them after youve had a
  chance to think about information

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How can I handle questions about salary?

• SCENARIO 1
• If asked "What are your salary requirements?"
  There are multiple ways to respond depending on
  your personality, goals and the situation.
  Summarize the requirements of the position as you
  understand them, and then ask the interviewer for
  the normal salary range in his/her institution
  for that type of position. Or, respond with My
  research indicates that the typical salary range
  for this position is _______ to _______. I
  feel that, in light of my _______
  (qualifications, education, experience,
  accomplishments), I would be qualified for a
  salary around _______ (tighter range within the
  original range).

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Reasons you might include for why you believe
you deserve that amount

• The amount of experience you bring to the
  position
• Specialized skills that you posses
• Another institution is recruiting you and they
  have offered that amount

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How can I handle questions about salary?

• SCENARIO 2
• If told "The salary range for this position is
  XX,000 to XX,000, is that what you were
  expecting?" Tell the interviewer that it does
  come near what you were expecting, and then offer
  a range which places the top of the employer's
  range into the bottom of your range (i.e., I was
  thinking in terms of XX,000 to XX,000).
  Remember be sure that the range you were
  thinking about is consistent with what you
  learned about market rate for that position.

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If offer is unacceptable
I am very interesting in working for your
institution however, at this point I am not
able to accept the offer because ___ (state
specifically what is missing is it the amount?
Teaching load? Conference funds? I will be happy
to accept your offer if you are in the position
to meet my request Or if really want the
job What can I do to become more valuable?
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Other areas of negotiation

• In addition to negotiating salary, you may want
  to consider the following benefits as additional
  areas of negotiation

• Vacation time
• Sick leave
• Personal leave
• Bereavement leave
• Maternity/Parental leave
• Retirement plans (e.g. 401K)
• Unpaid leave
• Severance Pay (termination)

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Other areas of negotiation

• Desirable office
• Technology or special equipment (e.g. computers)
• Company car
• Bonuses
• Child care

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Other areas of negotiation

• Flexible work arrangements
• Work setting (e.g. working at home)
• Flexible work time
• Relocation expenses / cost of living adjustments
• Tuition reimbursement
• Training programs

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Negotiable Conditions for Academic Jobs

• The amount of time youll have to decide on this
  offer
• Your starting date (including deferment in order
  to take a postdoc)
• Reduced teaching load (common for first year)
• Lab facilities and equipment
• Your own computer or easy computer access
• Money for new libraries resources (including
  files, slides, CDs)
• Summer research support
• Travel funds for conferences
• Early (or extended) sabbatical or leave
  (including parenting, if relevant)
• Early (or delayed) tenure review
• Extra T.A (s) or R.A (s)
• Extra secretarial assistance
• Office space/location
• Parking
• Moving Expenses
• Benefit package health, life, disability,
  tuition, and retirement (available for spouse and
  dependents), on-site day-care, spouse employment
  assistance, pharmaceutical plan
• Assistance in finding and sometimes financing
  housing
• Assistance in finding spouse employment

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Negotiations Academic Jobs

• Look for mutual gain, common interests
• Chair is sympathetic to your need to publish, but
  has no money for course reductions this year. How
  about more T.A.(s)? or less demanding courses? Or
  more summer research money? Or a reduction of
  administrative or departmental duties?
• Suppose you know you will not have time to
  prepare courses for fall (e.g. youll be too busy
  finishing dissertation, or perhaps you are
  expecting a baby). Can you work out a semesters
  maternity leave? Find a substitute? Schedule all
  your courses or better a reduced load in the 2nd
  semester?

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Last thoughts

• Get offer on writing
• If you are not going to accept, explain why as
  tactfully and honestly
• Reiterate your positive impressions and your
  regret that the job didnt work out
• Write a follow-up letter as well