The Resume
People often get offers that don't require any negotiation, usually in the earlier stages of a career, but that doesn't mean you shouldn't be prepared. Like most other aspects of your career, preparation is a major ingredient. You will have set the stage for the negotiations throughout the interview by impressing the company enough to feel strongly about hiring you. The company has probably had an idea of your current compensation level since the early stages of the interview process so there shouldn't be any big surprises at the offer stage.
Don't decide early in the interview process what you want. The more you know about the position, the more you may want it, and the more flexible you may be willing to be. Conversely, the greater risk in accepting a position with a particular company, the greater reward you will need to justify the decision.
Be prepared for negotiations by knowing what you have now, what you're hoping for, and the minimum you would accept for the opportunity in question. Besides the obvious items - salary, bonus, vacation, benefits and pension - be aware of the differences in costs of living, costs of relocation, quality of education, quality of life. But also consider that you may want to make some sacrifices now for your longer-term good.
Wait until the appropriate time to discuss compensation, benefits and vacation. We don't suggest that you roll over and play dead, but be tactful. Don't play hardball if you want to be sure to get an offer and still have a potentially good working relationship with the new management. Years ago, there were people who offered to work for nothing to prove themselves and get some experience. Read "Think and Grow Rich" by Napoleon Hill if you don't believe us.
Don't be one of those people who won't tell the interviewer what they're earning because they want to be paid what the job is worth. It doesn't work that way. A company really doesn't know what you're worth and one of their guides is what your present employer, who does know what you're worth, is paying you. If the offer isn't quite what you want but the position is, try to negotiate a review and a possible increase after several months.
Our experience shows that most companies offer an increase in the 10-15 percent range, although there are certainly many exceptions in both directions. But that's a pretty good guideline by which to form your expectations. Of course, a lot depends upon supply and demand. Right now, a good systems person can expect more.
Indicate your appreciation upon receiving an offer, but if you need some time to think it over, ask for a few days. You should generally be able to give your answer within a week. If you are going to take longer because you have other situations or circumstances, tell the company what your problem is as soon as possible and see if they are willing to wait. If the offer is in the ballpark and you are going to seriously consider it, ask if the prospective employer would send a letter summarizing the major points of the offer. Many companies do so without being asked. Good luck.
The Insfile Administrator