Last month we talked about the importance of negotiating a job offer and why we should do it. Today, we will talk about how to actually ask a company for more money with a sample script. It’s not as hard as you think it is. The key is to be prepared and remove emotion from the conversation.
By the time you make it to the offer stage, the company has weeded out other candidates and believe you are the best person to succeed in their role. The company will never be more in love with you than they are during the interview and offer stage. They have worked hard to recruit you, invested time interviewing you, and then selling you on the opportunity that they have now presented you with.
Here is a sample script that you can use to prepare to make a counter offer:
Negotiating a Job Offer: Sample Script
HR: Hi Jane, we are ready to present you with an offer and we look forward to having you join ABC Bank.
You: Excellent. I look forward to joining your company. I am excited about this opportunity.
HR: We are going to offer you the Business Banking Officer position which comes with a VP title, 3 weeks’ vacation, and a 20% bonus target. The position has a salary of $85,000 and we’d like you to start at the end of the month.
You: That sounds great. I can put my notice in next week. I want you to know that my family will be on vacation at the end of the month but I could start on the 5th. Also, my current salary is $80,000 with 4 weeks’ vacation and I am looking for $90,000 to make a change. When I spoke with the hiring manager, I let him know what I was looking for and he didn’t seem to have a problem with that.
HR: Oh, well $85K is the mid-point for this salary grade. We never offer anyone more than the mid-point. I might be able to get you another week’s vacation. Would that work?
You: Another week’s vacation would be great, but that would be the equivalent of having a salary of $86,600. I’m looking for at least $90,000 for me to consider leaving my current employer. I really want to make this work but I don’t think I could accept an offer of $85,000
HR: Let me get back together with the hiring manager and see what I can do.
You: I would appreciate that. And I’m sorry if I wasted your time. The hiring manager asked me what I was making and what it would take for me to leave my current employer. I shared with him the same information I am sharing with you. I really look forward to joining your company and I think I would be a good fit for the team, but I’m unable to make the change for anything less than a $90,000 base.
HR would now have to circle back with the hiring manager and compare notes. By talking about compensation early in the process, you have a number to fall back on at the offer stage. If your request is out of range, they should have told you at the beginning of the conversation (most reputable companies will tell you).
As it sits now, their offer of $85,000 is only 5.6% below your floor. They will most likely have the budget to meet your request. The key to a successful negotiation is to be prepared, remove emotion form the process, and stand firm. If they want you they will make it happen.
Good luck! Let me know what worked and didn’t work in your salary negotiations.
Jon Reisinger is a headhunter with experience recruiting in banking and biotech in the USA. He is currently the VP Sales and Marketing for Paragon Search Group, a Biotech recruiting company specializing in Process Development. He has recruited and placed dozens of senior level professionals into positions within companies ranging in size from startup to Fortune 50. He is also a long-time follower of Boomer & Echo and has acted on many of the strategies put forth by Robb and Marie.
Follow Jon at www.psgiteam.com/blog for more content like this.