Decision Making and Negotiating

Congratulations! You have a job offer! Now what? Make sure you evaluate the offer, negotiate what you want, and close the deal.

About Decision Making and Negotiating

What do you do when you get an offer?

1. Say, “Thank you!” Show enthusiasm. (Do not accept immediately!)
2. If you receive a verbal offer, ask for it in writing.
3. Say, “I’m very grateful for this opportunity. Since this is my first post-master’s degree position, I’d like to be thoughtful about it and consider the terms of the offer. May I get back to you with any questions that come up, please?” (Do not negotiate immediately!)
4. Do your homework.
   • Research/double-check salary information.
   • Connect with your network.
   • Review benefits information online, if you haven’t already.
   • Evaluate the offer, and, if appropriate, prepare to negotiate.

Negotiate for the Win/Win!

• It’s not a conflict; it’s a conversation. At its best, it is a collaborative, problem-solving endeavor.
• The goal is not to win, but to seek an elegant, win-win agreement.
• Consider this your first project with your future colleagues. Strengthening relationships is paramount to your success.

Do’s and Don’ts

DO:

• negotiate in person (preferably) or by phone, first with the hiring manager
• present your ideal “package,” and state your priorities
• frame requests with research, justification, and benefits to employer
• strive to understand the employer’s priorities and limitations
• use collaborative questions

DON’T:

• negotiate by email
• negotiate one item at a time
• say, “I deserve…”
• divulge confidential information about someone else’s salary
• disregard an employer’s feedback during the negotiation process

Workshop Materials

Additional Resources

• Negotiating Handout
• Cheat Sheet for Negotiating Salaries
• Reviewing the Offer from Lynda.com https://www.youtube.com/watch?v=fyMCgJjyCfA
• Top Salary Negotiation Tips for Women (Kellogg professor) https://www.youtube.com/watch?v=JBc-3gyW2vY