This blog post will help you in thinking about a negotiation conversation now that you’ve done your pre-work. If you don’t know the pre-work I’m referring to, check out this post. We’re going to provide a few scripts within this post that you can customize for your own needs, but first, let’s talk about some best practices for negotiation.
- If possible, have the conversation over phone or video call. A person’s tone is hard to interpret in an email. When you hear a person’s voice and/or see their face, it’s easier to understand their reaction and make sure your delivery is having the intended effect.We know that for some this will be uncomfortable, but doing this in real time helps you build your “negotiation muscle.” We know in some situations a phone or video call is not possible. If that is the case, try to apply the the principals discussed in this post within an email conversation.
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- Focus on making this a conversation, not an adversarial interaction. You are sharing information and asking a question. This article puts it well saying, What barriers can you remove to make it easier for the hiring manager to change course and agree with you? Check out the paragraph that addresses how you can start from a place of empathy and address a real need the hiring manager has.
- Prepare for the conversation. If you didn’t read this post about the pre-work of negotiation, check it out. And develop bullet points for the conversation you’ll have. See more about actual scripts you can use below.
- Be prepared for yes, no, or I’ll have to get back to you. And think about what you’ll say in response. Again, this is meant to be a conversation, not adversarial.
Scripts
We know it can be hard to decide what to say for the actual negotiation conversation. Below are some scripts you can customize to meet your own needs. Notice these focus on salary negotiation, but you can change for other offer details you may negotiate.
Script 1
Thank you for being willing to talk tome today. I was thrilled to get the offer and before accepting, hoped we could talk about the salary. I’ve done research throughout the interview process, and given my work experience, expertise in research and the location of this role, was expecting an offer in the 80k-88k range. Is there an opportunity to move closer to that number?
Script 2
I appreciate you getting on the phone with me today. With the offer, my only question was around the salary. I’ve done a good deal of research, and correct me if I’m wrong, but what I’m seeing that people like me typically make between 80k-88k.
Script 3
I’m excited about the opportunity to work with your organization. The one area of the offer I had a question about is salary. Can you share with me what about my background was considered when arriving at this salary number?
Script 4 – [Note: This script is for when you have multiple offers]
I’m really excited about the opportunity to work with your organization. You’re doing impactful work I would be proud to contribute to. In reviewing the offer, I’d like to talk about the salary. I’ve received another offer for a similar role in a similar size company and they have offered 10k more. Would you be willing to increase my offer to the same number?
If you’re someone who thrives with options, here are some other scripts you can consider when you’re preparing to negotiate an offer. Indeed.com scripts | Vault.com blog scripts | Glassdoor.com scripts
To help you with negotiation further:
- Remember the Association of American University Women’s workshops on salary negotiation. This has been referenced in other posts. They are fantastic and you can attend one virtually whether you identify as a woman or not. They provide great scripts to help you think about your approach.
- Here are a few other posts and sections of the site that might be helpful to you as you think about negotiation and closing a search.
