Negotiating Your Offer.
Negotiating your salary for a job offer can be daunting, but it is a normal part of the hiring process and with preparation, you can secure a compensation package that reflects your value.
Only negotiate if there’s a real possibility you’ll accept a revised offer. Leading a company on or reneging after accepting reflects poorly on your integrity, reputation, and the broader Boston University community. Public health is a small world—do not burn bridges in it.
An important note when you receive an offer:
Thank them for the opportunity and mention that you are very excited at potentially joining the company and look forward to understanding the full offer. Do NOT accept the role right away. Ask for them to send you the information on the full package so you can take a deeper look.
Items to Negotiate
There are many items you could potentially negotiate with a job offer. Some that our alumni have had success in negotiating include:
- Base Salary
- Signing Bonus
Determine if bonus must be paid back if you leave, and how/when you will receive the bonus (i.e. are you paid when you start the job, or at a certain time period? Are you paid in a lump sum or in installments?) - Title
- Severance and Outplacement
- Vacation/Vacation Prior to Accrued Time Earned
- Raise/Review Schedule (in writing)
- Hybrid Work Options
- Flex Time/Work Hours
- Relocation Package
Assistance in buying/selling your home; trips home; salary adjustments; job search assistance for spouse; packing and moving expenses; shipment of automobiles; hotel stays - Accelerated Promotion Schedule, Accelerated Salary Increase
- External training programs, educational leave, tuition reimbursement
- Professional Organization Dues, Conferences, Seminars, Workshops, Subscriptions
- International Relocation
Cost-of-living adjustment; language classes; housing allowance - Hard to Negotiate Items
Health Insurance, Dental, Vision; Life Insurance, Disability Coverage; Holidays, Sick Leave; and 401K/Retirement/Pension.
When preparing to negotiate, be realistic in what the company could negotiate with. In larger companies, the likelihood of changing vacation schedules is low, however, maybe a signing bonus or help with relocation costs would be more feasible.
Timing
Some organizations ask early in the process what your salary expectations are. Try to delay the discussion and/or get them to disclose their desired salary range for the position.
The right time to talk salary with a company is once the offer is extended.
When you do give your salary requirements, always give a range.
4 Ways to Delay Discussing Salary Without Annoying the Interviewer
- Delay the Conversation
Politely postpone the discussion
“Before I can give you an answer, I’d like to understand a bit more about what the role entails. Could you tell me more about…?” - Reverse It
Ask them to tell you the salary
“I would need to know more about the role before I can give you a good answer; but is there a particular salary range for the position?” - Market Research
Be sure to research similar roles so you can have
“It will really depend on the full benefits package and understanding more about the role itself, but I’ve done some research, and it seems that the market for these positions is in the range of $65,000 to $75,000. Is that about what you have budgeted?” - Multiple Offers
If you are interviewing and have other potential offers.
“Positions I’ve been looking at are in the $65,000 to $75,000 range.”
Step-by-Step Guide to Navigate this Process
Research & Prepare Before an Offer is Extended
Much of the work of negotiating should be done before having a conversation about it. Conduct research on salary ranges for similar positions in the public health sector during the interview process and use this information as a basis for negotiation.
- Market Research
Understand the typical salary range for similar positions within your industry and location. Use resources like Glassdoor, Payscale, and Salary.com. Talk with people in the field and ask about salary ranges. - Know Your Worth
Consider your experience, skills, education, and any specialized knowledge that sets you apart that are aligned with what they need for the role. - Wait for the Offer
Let the employer make the first offer. This gives you a starting point for negotiations. - Express Enthusiasm
Show excitement about the position and the company, but do not accept the offer on the spot. Ask them to send the information via email so you can review the full offer
Practice & Role-Play
Practice can help you feel more confident and articulate during the actual negotiation.
Prepare for Reactions
- Think about possible responses from the employer and how you’ll address them.
- Know that it is totally normal to negotiate and is very often expected! Unless you are demanding, way out of the ballpark, rude, and/or unprofessional they will very likely not rescind the offer.
- Expect to Hear “No” or Similar. Do not let that deter you. Push back gently with your reasoning.
Initiating the Conversation
- Once you have had a chance to review the offer, reach out and set up a phone or Zoom call with Whoever extended the offer. They expect this. Negotiating is normal.
- Whoever extended the offer – sometimes it will be your hiring manager and sometimes it will be HR.
- Avoid negotiating over email since reading the person’s “tone” is very important and makes it very easy for them to say no.
- Negotiate with whoever extended the offer.
Negotiate Professionally & Highlight Your Value
- Show enthusiasm for the job while expressing your desire to negotiate certain aspects of the offer.
- Be Positive: Approach the negotiation with a collaborative mindset. Frame your requests as part of a mutual goal to find a fair agreement.
- Think about the hiring manager’s / company’s top challenges. How can you solve them?
- Create a list of why you deserve a higher salary / increased benefit package–This is not, “because Boston is so expensive”.
- Clearly articulate the unique skills, experiences, and qualifications you bring to the organization.
“I have 3 years of experience in mental health program development which directly relates to the work you hope to grow”.
“My experience in creating lean processes will be beneficial to reaching your department’s stated goals.” - Emphasize the value you can add to their public health initiatives.
- Use Data: Reference your research and how your qualifications justify your request. For example, “Based on my research and my experience in [specific skills], I believe a salary of [desired range] is appropriate.”
- Be Specific in Your Requests: Provide reasons and evidence to support your requests. Clearly state your counteroffer. Avoid vague language; be precise about the salary and any other changes you’re requesting.
“Thank you for your time and effort in providing me with this job offer. I wanted to talk with you about an increase in salary. Is that possible?” - Be Flexible: Negotiation is a two-way process. Be willing to listen to the employer’s perspective and consider reasonable compromises.
Be Ready to Decide
- Set Your Limits: Know your minimum acceptable salary and benefits.
- Get It in Writing: Once you’ve reached an agreement, request a written confirmation of the new offer to ensure there are no misunderstandings.
Stay Professional
Gratitude: Regardless of the outcome, thank the employer for the opportunity and their time. Maintaining professionalism leaves a positive impression.
Notify all other employers with whom you may have offers pending or are further along in the interview process.
Remember, it is not ethical, nor is it good for your reputation, to accept a job offer and then RENEGE because a better job offer comes along.
Negotiation Talking Points
Use the “Nice” Sandwich
Nice/Meat/Nice. You have received an offer and would like to negotiate. This will likely be on the phone, but could be in person. Try to avoid doing this over email since reading the person’s “tone” is very important.
- Open with a nice statement.
- In the middle (the meat of the meeting), you ask questions (see below).
- End with a ‘nice’ statement.
“This is a terrific opportunity. I’m very excited about this offer and believe my background in [specific skills/experience] brings significant value to your team, but I do have a few questions.”
Ask Questions
Ask open ended questions.
- Be silent. Seriously. Quiet is helpful to you.
- Let them respond. Be graceful. Be polite.
- Do NOT make demands.
- Smile throughout any conversations – even on the phone.
“I’m really excited about this opportunity but have been working through the numbers — I’m trying to make this work for me financially. Is there any flexibility?”
“Based on my research and current market trends, I was expecting a salary in the range of [desired amount]. Can we discuss how we can align the offer more closely with this range?”
“How do you handle sign-on bonuses?”
If They Say No
Gently push back. (this is tough to do) Remind them why they want you. Provide reasons/rationale/ justifications. Reiterate WHY you are the ideal candidate. There are reasons why employers are not able to negotiate salary-like internal equity or grant positions. Be prepared for this. (You are scripting them with the words they will use with their boss)
Highlight Your Value. See above. Remind them, in a professional manner, how:
- You have the experience/expertise.
- You will hit the ground running.
- You will solve their problems (be specific).
Leave Them Happy
End the call (or meeting) by repeating how excited you are about the job and the possibility of joining the team.
“This has been a great conversation. I know we both have things to think about. I’m looking forward to reaching agreement, and really appreciate your trying to make this work. I can’t wait to get started!”
Patience Is a Virtue
They may need to get back to you.
Often the person you are dealing with must get approval on increasing your compensation (or other items you have asked about).
Also, be prepared that they will ask you what you will accept before asking their boss or others for approval. You may be forced to be specific. If this happens, have a number (or other concrete items in mind). For example, “If you can bring the salary up to $70K and delay the start date another 3 weeks, I would be excited to accept the offer.”
Negotiating Tips
Avoid Disclosing Your Current Salary
If asked, redirect the conversation by focusing on the value you bring rather than your past earnings.
Think Beyond Base Salary
Be open to negotiating other benefits like signing bonuses, remote work, flexible schedules, professional development opportunities, or additional vacation days.
Get It in Writing
Once negotiation is over, be sure to get your agreed upon terms in writing to avoid misunderstandings.
Approach from a Collaboration Mindset
You both want this to work, see how you can work together to get what works for both of you.