From the moment you apply for a position, it is wise to be prepared for an eventual offer and possible negotiation. Here are six things you can do to better prepare for negotiating an offer:

2. Identify salary range

Establish a budget

You need to know what you need to not only survive, but to thrive, in your job. Setting a budget can help you accommodate estimated and expected costs for food, housing, transportation, savings and other needs.

Here are some resources to help you set a budget:

• Pay Check City – provides a free payroll calculator for taxes in all 50 states
• Nerd Wallet – a cost-of-living calculator that helps you compare two different cities
• MIT Living Wage Calculator – helps establish the basic need level based on location
• MIT Federal Credit Union – tips on creating a budget, including links to additional budget tools and resources

Compile salary data

There may be multiple sources to find information about salary. The more information you gather, the more confident you might be in the salary you can expect.

• Job posting: this may be the most reliable source of information, but can be quite a wide range depending on the position.
• Salary tools: here are some tools that can also help you identify additional salary ranges for different positions:
  • MIT Survey Data – reported salaries are aggregated from student and recent graduate responses
  • Glassdoor
  • Salary.com
  • Payscale.com
  • Levels.fyi
  • Bureau of Labor Statistics – the Occupation Outlook Handbook includes salary information for different occupations
  • O*Net – the Occupation Information Network provides both median wage information along with state-by-state ranges
  • Some job boards, like Indeed, may estimate salary for certain positions if not included. You may want to be wise against relying to much on estimated data.
• Networking contacts: peers and alumni (from LinkedIn, the Directory, and Advisors Hub) might give you additional insights about the salary ranges for certain positions.

Set your confidence

Most likely you will receive a variety of salary ranges from the different sources. However, by overlaying the different ranges, you might be able to generate a confidence interval for what might be the most common salary range you might anticipate.

Keep in mind that the higher end of a salary range (75 percentile) is common for higher-skilled or more experienced workers, while the lower end (25 percentile) might be more entry-level. Try to avoid discounting your skillset or experience, but knowing this might help you feel more prepared in advocating for a salary increase.

6. Negotiate

What can I negotiate?

While not everything in your offer is negotiable, it is good to know what you might be able to factor into a negotiation or not.

Usually negotiable	Sometimes negotiable	Usually non-negotiable
Offer deadline	Telecommuting/hybrid work	Vacation/PTO
Start date	Position title	Health insurance
Salary	Primary work location	Retirement plans
Signing bonus	Performance review timing	Non-disclosure agreements
Relocation bonus	Non-compete agreement timeframe	Other benefits applicable to all

Do not worry if you do not know what all of these mean right now. You can take time to learn about them and meet with CAPD for guidance.

Plan your strategy

While you have done a lot of preparation work already, it is always a good idea to plan your strategy for the actual negotiation.

Consider different scenarios and how you might respond to each (if it comes up):

• What if they only give me 48 hours to decide? (e.g. an “exploding offer”)
• What if I got another offer at a different company?
• What if they say they don’t have the budget to increase my salary?
• What if they offer other perks like bonuses?
• What if they offer to think about a raise in the future instead of increasing my base salary now?

You will want to think about who might be the best person to discuss your offer with. This person could be a recruiter, HR manager, or hiring manager. Usually this is the same person who sends you the offer, but regardless you can ask them.

Finally, practice will help you become more proficient. So strategize with the help of friends, mentors, and CAPD.

Negotiate

Negotiations can feel daunting, but you have already done some good work in preparation for this moment. As you enter into the negotiation, here are some tips to help you feel more confident:

• Leverage your research – by doing pre-work in establishing appropriate wage levels, you should feel empowered to request what you feel is reasonable.
• Be prepared to set a “first offer” or clarify their offer – You might need to propose an amount that is close to your “ideal” but still falls within your identified range to target. Have confidence in your research but be prepared to back up your request with a rationale based on your skills, experience, or abilities.
• Listen and address their concerns, but advocate for yourself – ultimately, this is a discussion where you and your prospective employer can find a mutually agreeable outcome.
• Be prepared for them to say no – even if you do not get the salary you are hoping for, you still have a choice in the matter and can decline.

Countering objections

A negotiation is usually a discussion, and to navigate the discussion you will want to prepare yourself to respond to potential objections. Here are some things to keep in mind as you discuss the offer:

• Understand their objection(s) – you might ask clarifying questions to understand their hesitation of rationale.
• Lean-in on your research – use your research into the salaries you have found and share with them insights and clarify any discrepancies.
• Promote your value – highlight the skills, competencies, or strengths you bring that can add immediate value.
• Propose alternatives – identify and suggest other ways they can improve the offer (i.e. signing bonuses, housing allowances, stock options, etc.)
• Stay professional throughout – avoid getting too emotional or careless during the process

Reaching for your goal

Negotiation is about finding a mutually-agreeable outcome, or a “win-win” situation.

Hopefully through the discussion with your prospective employer, you have had a chance to find a way for you to walk away happy with the offer. However, you always retain the power to walk away from an offer if it is not satisfactory.

Follow-up

Sometimes you might need to revisit the negotiation more than once.

Regardless of the outcome of the negotiation, it is wise to get any revised terms in writing. They might ask for verbal acceptance before they send a revised offer letter, so take notes so that you know what you have also agreed to.

Once you sign and return your offer letter, you have committed to the opportunity.

Declining an offer

If you are declining an offer, you should inform the recruiter as soon as your decision has been made and if you have a conversation, follow it up with a well written thank-you letter.

Reneging: is it really that bad?

(From the Recruiting Guidelines for Students): Accepting an offer is a commitment to the employer. Reneging on an offer could be seen as an ethical and possibly legal violation of that commitment. If you are not ready to make that commitment, do not accept the job offer. CAPD considers reneging a serious ethical breach, except under dire circumstances. Reneging may result in the forfeiture of your right to participate in any additional campus recruiting. Before making a decision to renege on an offer, meet with a Career Services staff member to weigh your options and determine the best course of action.

Advocating for your salary after the offer

Just because you have accepted an offer does not mean that your salary can no longer be affected. You can continue to advocate for your salary throughout your career. Here are some tips that might help:

• Generate a “brag sheet” – keep track of your accomplishments, accolades, and awards. If you have performed well, capture those metrics to present to your supervisor or leadership to advocate for salary increases, bonuses, and promotions.
• Monitor your company’s performance and profitability – timing your advocacy around periods where profits are high or performance is good is wise. Be mindful of asking for salary increases during periods of decline.
• Revisit your values – overtime, what is important to you might change. Early in your career, you might want to pursue high salaries; and later you might want more schedule flexibility.
• Continue to advocate for yourself beyond your current position – sometimes you might need to change companies to positively affect your salary over your career.

Final thoughts

• Have self-compassion – in any point within your career, you may not get everything perfect, and may make some mistakes. Keep on advocating for yourself as much as you can and seek support as you need.
• Show gratitude – gratitude is a powerful social lubricant and may make encounters a lot easier and less stressful. Show appreciation and give thanks as you navigate any process.
• Leverage your network – finally, you are not alone! Your network and the resources of MIT can help you along the way.

Here is a copy of the slide deck if you would like to revisit other parts of the presentation:

CAPD understands that you might need additional support with navigating the job/internship negotiation process. If you would like to discuss your specific needs related to an offer or negotiation, schedule an appointment with a Career Advisor on Handshake.

This map resource provides the guides in text form. All 50 state job offer guides can be found by selecting the regions beneath the map.

Examples of the pay equity efforts shared include:

-Transparency in pay

-Take negotiation out of the interview process

-Run pay equity analysis

-Train managers on pay equity

-Embed equal pay efforts into broader enterprise-wide equity initiatives

Learn more about equal pay and pay equity from MIT’s Equal Pay Working Group.

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Make a great first impression

The first 30 seconds of an interaction, whether in-person or virtual, can make or break one person’s impression of another. While many judgments are implicit (i.e. we have no control over them), there are several ways to ensure that you are putting your best foot forward.

Be on time.

Employers expect you to arrive on time (or 5-10 minutes early) and be ready to engage. If you are going to be late for a recruiting and employer event or an interview, contact the facilitator to let them know. 

Be present and engaged.

Preparing questions to engage the listener will demonstrate your genuine interest in their company or career path.

If you are attending a virtual event, turn on your camera and engage through chat functions when possible. If you are not able to have your camera on, let them know at the beginning of the conversation. Review our tips for engaging virtually with employers to learn more.

Communicate in a timely manner.

After meeting with a professional contact, following up within 24-hours is a surefire way to help them remember you and maintain the connection. Otherwise, when corresponding via email we recommend you respond within 24-48 hours to any employer communications.

Waiting too long to respond can read as disinterest or rudeness. Review CAPD’s professional correspondence samples to get started. 

Assess your fit with the company 

When meeting an employer or other professional contact for the first time, keep in mind your impression of them is also valuable.

Reflect on your interests and work values to make an informed decision about your next career move, and to ensure it is an opportunity for personal and professional growth.

Start by reviewing the resources below for assessing employers, as well as your own needs. 

• Clarify your interests, skills, and values through self-assessment.
• Network and conduct informational interviews to gain firsthand information about a company from current employees including MIT alums. 
• Learn how to use affinity/identity-specific labels for finding inclusive employers on Handshake, review CAPD’s pay equity resources, or read our guidelines for assessing employers for disability inclusion.

Advocate for yourself during the interview process

Be a proactive and timely communicator when advocating for yourself during the internship or job search.  For example, you might need to request a new interview date, clarify aspects of an offer package, or request more time to make a decision about an offer.

Clear and direct communication can help you build rapport with the employer, set the tone for mutual respect, and will allow you to feel more confident in your next career decision.

The resources below can help you advocate for yourself during the interview process. 

• Understand behavior norms and recruiting guidelines for students.
• Review CAPD’s recruiting guidelines for employers, including information on recruiting timelines.
• Ask questions during the interview to gain insight on the position, company, opportunity for growth, and more. 
• Carefully evaluate the job offer, make note of anything that you are unsure of, and ask your recruiter any clarifying questions before accepting the position. 

Having trouble making a decision about an offer? Book an appointment with a CAPD advisor to discuss further.  

1. Does this job fit with my career goals? 

• Is this the kind of job I want? 
• Do my technical skills and areas of emphasis match the demands of the position? 
• How much will I have to learn, and is the company willing to train me? 
• Are my expectations about the position and the company appropriate? 
• Do salary and benefits meet my standards?  Is money the most important factor given my career goals? 
• Does the position offer my security? 
• How am I motivated to do the job? 
• Are there opportunities for advancement and promotions? 
• Can I find the personal satisfaction and balance with other aspects of my life? 

2. Is the Company culture in line with my work and life styles?  The issue here is not culture in itself, but how the broader view of the world and values the company promotes will impact your work performance and satisfaction.  Different points of view, values, and goals that are more subjective are inevitable in this increasingly diverse world of work, so how do I fit in it? 

• Is the company’s structure one that I would feel comfortable in? 
• Is the atmosphere one in which I feel I can work and be productive? 
• Do I think I will be compatible with the work environment? 
• Does my philosophy and life values work with that of the company’s? 

3. What is the business strategy of the Company?  The company is also goal oriented.  Most of them are supported by its vision, purpose, mission statement, and business strategies, all designed to reflect the company’s core values.  Your knowledge of what those would be might support you in your decision to work for that company or not. 

• What are the values that this company promotes to its employees and the community? 
• What is its reputation in the industry?  How will the reputation of the organization impact the work I do? 
• Is the company financially sound?  If not, what are other considerations I should be thinking of? 
• Does it have a profitable future? 

4. Will my future boss (and staff) support my professional growth?  Even though the company’s culture is a factor in your decision to work in a specific position, it is very important to consider if your personality is somewhat compatible with that of your boss (and the staff in general).  Work styles and personalities, as related to the job, should be openly discussed so that mutual understanding is achieved and best results are obtained.  You should consider: 

• Is there a structure within the company (i.e. training) that supports my professional growth? 
• What is my boss’ work style (and staff)?  What is my work style?  How do they fit together? 
• How issues are communicated with my boss/supervisor/co-workers? 
• What methods are used and how is the evaluation process conducted in this company? 
• Can my opinions be heard and considered? 

CAPD’s “Choosing Between Offers worksheet” is a tool to help you personally reflect on and quantify aspects of the position, company, and offer package. To use this worksheet, start by rating the level of importance to you of each factor on a scale of 1-10. There are twenty-two factors listed on the worksheet, but you may want to include more based on your personal preferences and values. Next, rate each offer on a scale of 1-10 for each factor. Multiply the level of importance by the job score in the appropriate column, total each “Importance x Job” column and compare the two offers side-by-side. 

Still unsure of your decision? Book an appointment with a career advisor to discuss further.

Read this article to better understand the most common employee benefits, and learn about some important considerations to make when reviewing your job offer.