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Learn how NOT to settle for just any job offer
 
So you graduated (or are about to graduate) and your highly focused job search results in an offer from a company you want to work at. Awesome! But what if that offer falls short of your expectations? Will you just accept it hoping it will all work out, or walk away? We suggest a third option: moving into the negotiation phase.
While you may feel that you’re in no position to negotiate the terms of your employment, the reality is that during each interview you've been establishing your position and why you’re the right candidate for the job. That’s why the best time for "real" negotiation is after an offer is extended. This is when you have the greatest amount of clout, a power that shrinks the moment you accept the offer.
 

Prepare to negotiate
Job offers, even for ideal roles, seldom come with a package that meets all your expectations. When faced with an offer, never feel pressured to accept it immediately. Instead, thank the interviewer, express your interest in the job and the company, clarify any additional information you may need (such as role, results, and benefits), and ask for time to consider the details and an acceptable response date. Now get ready to move into the negotiation phase.
Check back on the work you've done to get to this place and on the information you need to ensure your requirements are in fact reasonable, and that you're prepared to negotiate from a position of strength. Do your research. Establish a clear picture of what the market value is for ‘your offer,’ the critical features of the job you want, the career path you're seeking from it, and how to get 'insider' information. And be sure to focus on the whole job, not just the “show me the money” aspect. 
 

Musts and wants
During negotiation, anything can be on the agenda. (See the sidebar for examples of elements that can be negotiated.) Start with a clear list of what you MUST have in order to achieve job satisfaction vs. what you'd like to have if you're able to get it.
Your MUST criteria are your "walk away" factors. When these criteria are not present, they become the starting point of your negotiations. Simply put, if they're not met during your negotiations, the negotiation is over and you will turn down the offer. Meanwhile, consider your WANT criteria as important but “nice to haves." Give each WANT criteria a rating between 1 (low) to 10 (high), and evaluate the content of your offer against this weighting to determine how to focus your negotiations.
 

During the negotiation
Begin the negotiation meeting by expressing your enthusiasm for the job, and reiterate what you bring to the role that's in line with what the employer is seeking. Acknowledge the elements of the offer that you agree with, and communicate your desire that both parties leave with a fair deal.
Throughout your discussions, stay positive, listen intently, and be prepared to make concessions and to offer alternatives. Be careful not to say one thing when you actually mean something else. Stay focused. In negotiation it's vital to keep the door open for dialogue by using neutral language, such as "Would you consider … " or "based on my research … " to avoid sounding like you're making demands. And always, keep the spotlight on honesty and fair play, bargaining in good faith will establish your relationship with your employer on the right foot. 
 

Closing the deal
Once you've worked out the changes, confirm that consensus has been achieved, and that the end result is truly a win/win for both parties. Settle on the start date, get the agreement in writing, and follow through on your promise to deliver. 
 

What can you negotiate for?
Here are just some of the items you can negotiate. Note the ones that are important to you, and consider any others that would be desirable:
 
MONEY: 
Base salary; Guaranteed salary increases; Annual bonuses; Incentive pay; Stock options; Pension; Overtime
 
DEVELOPMENT:
Training; Association dues; Tuition assistance; Performance and/or salary review dates
 
BENEFITS:
Healthcare benefits; Health club; Parking; Travel rewards; PDA or blackberry
 
WORK/LIFE
Telecommuting; Flex time; Leaves of absence; Vacation; Relocation expenses
 
 
 
Barbara Kofman of CareerTrails and Kaltlin Eckler of KE&A Consulting are career management professionals with extensive experience in the youth and employment marketplace.