Negotiating Your First Academic Job Offer

1. Negotiating 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

2. Agenda for Today Salary negotiation Other areas of negotiation Questions

3. When to Negotiate? • You are really not in a position to negotiate until the employer makes you an offer

4. 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

5. 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.

6. 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?

7. 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

8. 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.

9. 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.

10. 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.

11. 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

12. 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

13. 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 you’ve had a chance to think about information

14. 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).

15. 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

16. 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.

17. 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?

18. 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)

19. Other areas of negotiation • Desirable office • Technology or special equipment (e.g. computers) • Company car • Bonuses • Child care

20. 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

21. Negotiable Conditions for Academic Jobs • The amount of time you’ll 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, CD’s) • 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

22. 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. you’ll be too busy finishing dissertation, or perhaps you are expecting a baby). Can you work out a semester’s maternity leave? Find a substitute? Schedule all your courses or better– a reduced load in the 2nd semester?

23. 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 didn’t work out • Write a follow-up letter as well