Helpful phrasing for negotiations

If you’ve ever found yourself tongue-tied just when you most need to speak up for yourself, then you might appreciate the value of a good script. The problem, of course, is that the script needs to be handy at just the right time. It’s not so effective to reply later with the answer that would have been perfect in the moment.

An exception to that rule is negotiating one’s job offer. Here, you can actually benefit from stepping away for a day or two after the offer has been made. When you return to the conversation, you have several new advantages: You’ve had time to think about the offer itself, you’ve considered how you’ll respond, and you’ve changed the power dynamic by making the employer wait.

Even so, you’re still faced with the original problem, which is wording your response to the offer. In the first two articles in this series of three, I discussed the importance of negotiating, and provided key elements to strategize the process. Today I’ll conclude by offering helpful phrasing for different stages of the conversation.

Prior to hearing an actual offer

As a starting point, remember that the most opportune time to negotiate is after an offer has been made – which means that any requests for your salary requirements should be turned away as politely as possible if they happen prior to hearing an actual offer.

To do this, practice saying things like, “I know your compensation will be fair; I’m most concerned right now with understanding your needs and the job requirements.”

This gambit is most likely to work with the hiring manager. When faced with a persistent screening interviewer, you’ll probably have to give a number. To reduce your chances of being screened out, answer with a range, framed this way: “The range I’ve seen from my research runs from yy to zz, which I think would be fair, at least as I understand the job so far.”

After an offer has been made

As noted earlier, it’s good to ask for time to review the offer. Here’s a handy way to phrase that: “I’m very excited about this offer; thank you for putting it together. I’d like to take a day or two to be sure I understand everything. Can you email me the details this afternoon? That way I can take a look at the vacation and benefits in relation to the salary.”

When negotiating the offer itself

When you return or call back to discuss the offer, express enthusiasm and thank the other person again for letting you review everything.

Then it’s time to jump in. You might start like this: “In general, I think we’re on the right track. I’m very excited about the job duties and I feel comfortable with the overall benefits package and the training program you described to me.”

This kind of introductory sentence sets the stage without getting too specific. Now it’s time for the other shoe to drop: “I just have a couple of things that I want to discuss, related to the salary and the vacation (or whatever you want to improve about the offer).”

This is a good place to pause to let the other person jump in. The most likely response will be “What did you have in mind?” but you should be steeled for the worst, which might be “Those things aren’t negotiable.”

If that happens, you need to know whether you’re willing to let the position go. If yes, you have nothing to lose by pressing. But if no, then you should retreat gracefully: “That’s good to know. In that case, maybe we could consider a onetime hiring bonus, to bridge the gap between the salary I’ve budgeted for and the one you’re offering.”

But if the employer is willing to hear your request for an increase in pay, your phrasing can be very simple: “Given the duties, and the experience I’m bringing, I think the salary is on the low side. Can we raise it $5,000 to bring it in line with the industry median?” Likewise, if the issue is the vacation, “I appreciate the two weeks’ vacation you’re offering but I’m reluctant to go below three weeks. Are you able to increase it?”

Give and take

You may not receive all that you request, but the employer isn’t likely to totally block you either. More likely, your future boss will counter with something less than you request, but more than the original offer. Unless this is unacceptable, now is when you should accept, while requesting an email that confirms the details. One more expression of gratitude and enthusiasm, and you’re ready to start your new, better-paying job. Amy Lindgren owns Prototype Career Service, a career consulting firm in St. Paul. She can be reached at alindgren@ prototypecareerservice.com or at 626 Armstrong Avenue, St. Paul, MN 55102.