Title: Negotiating Your First Academic Job Offer
1Negotiating Your First Academic Job Offer
- Career Connection
- The Ohio State University
- 1640 Neil Avenue, Second Floor
- Younkin Success Center
- Columbus, OH 43201-2333
- (614) 688-3898
- http//www.careerconnection.osu.edu
2Agenda for Today
Other areas of negotiation
Questions
3When to Negotiate?
- You are really not in a position to negotiate
until the employer makes you an offer
4Are 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
5How 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.
6Appropriate 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?
7What 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
8What 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.
9What 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.
10Know 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.
11The 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
12The 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
13The 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
14How 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).
15Reasons 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
16How 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.
17If 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?
18Other 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)
19Other areas of negotiation
- Desirable office
- Technology or special equipment (e.g. computers)
- Company car
- Bonuses
- Child care
20Other 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
21Negotiable 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
22Negotiations 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?
23Last 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