The Wackerle Corner:
Learning to get the best
job by negotiation

By: Andrea Emery
News Editor

We negotiate everyday. Karen Cates, lecturer in the political economy and commerce department, teaches BUSI 315, a negotiations class where students are encouraged to do just that: practice the application of negotiation tactics in everyday life.

Cates makes a point to take time during each semester her negotiations class is offered to talk about negotiating for jobs. Although many entry-level employees do not believe they have the “right” or are afraid of ruining chances of getting hired by a company, all interviewees can (and should) negotiate.

“Even the best negotiators plan and calculate risk,” Cates explains. When negotiating a job offer, you must first do preliminary preparation and ask yourself what you need. These needs are your basic interests. Your interests could include anything from geographic location to medical insurance to vacation time. Cates suggests making a list of these interests in three different categories: money, benefits, and other.

Next, you should consider what you want. Do you need more vacation time because your family lives far away? Do need a higher salary because the cost of living is higher in your area? Do you need better insurance coverage for your family?

Cates adds “after you know what you want, you need to make good arguments for why you deserve these things.”

You should also spend time researching what others are making in your field. Cates suggests using the Wackerle Center to get figures and placement information about recent grads. She also suggests calling friends and relatives, checking ads for job descriptions and postings and calling employment search firms to help find out what others are being offered in your field.

Following a successful interview, a job offer will be made. The second step of the negotiating begins. Cates adds that the traditional method is to let the potential employer put the first package on the table. If the offer is nowhere near what you need, you should tell them. If is not what you want, you can, and should, strategically negotiate for what you would like.

Post-offer preparation is as important as pre-offer preparation. You need to decide whether the offer is negotiable. According to Cates, some employers will tell you the offer is firm when it is not. Others will stand by their “firm” offer.

The final step is the actual negotiation of the deal. If you are interested in an offer, tell them. Tell employers what your requests are. Leave everything open until you are satisfied. Take notes throughout the negotiation. Lastly, clarify the final agreement. Get the agreement in writing to clarify any possible mistakes.

To learn more strategies and secrets of negotiating to get what you want, attend Cates’ presentation, “Negotiating Job Offers like a Pro” on Monday, Feb. 12 at 6:15 p.m. in the Tartan Room. Cates will lead a discussion on how to negotiate a job offer and what to expect from employers. Everyone can benefit, and all are welcome to attend.