15 Rules for Negotiating a Job Offer

A recent “Harvard Review” article, “15 Rules for Negotiating a Job Offer” by Professor Deepak Malhotra is worth Googling: “Consider the whole deal. Sadly, to many people, “negotiating a job offer” and “negotiating a salary” are synonymous. You may decide to chart a course that pays less handsomely now, but will put you in a stronger position later. Help them understand why you deserve what you’re requesting. If you have no justification for a demand, it may be unwise to make it. Understand their constraints. A large company probably can’t give you a higher salary than your peers, but can be flexible on start dates, vacation time, and signing bonuses. A smaller company may adjust the initial salary offer or job title, but not other things. Make it clear they can get you. If you’re planning to mention all the options you have as leverage, balance that by saying under what conditions you would be happy to accept an offer. Avoid pitfalls that make you less likable by evaluating, in practice interviews with friends, how others are likely to perceive your approach. Make certain your choice will lead you where you want to go.”