Nov. 7, 2024
Only 42 percent of young professionals negotiate the pay and benefits in a job offer, but 87 percent of those who negotiate end up making more money. And because gender and racial pay gaps persist, it's even more important that women and people of color negotiate for fair pay. It's not just the money — you can negotiate benefits like vacation time and professional development compensation too.
"Make sure you really know your highest priorities when you go into that negotiation room," says Kate Zanon, AICP, general manager of community development for Port Moody in British Columbia, Canada, and vice chair of the American Planning Association's (APA) Women and Planning Division. "Know your own risk tolerance. How badly do you want this job? Are you willing to give up something that's important to you to get this job? Or, conversely, are you willing to walk away from the job if you don't get what you're looking for?"
4 Tips to Success
Negotiating a job offer can be intimidating. Read on for planner-specific tips for effective salary and benefits negotiation to make sure your next job is the best fit for you.
1. Prepare for the offer — even before it comes in
As you prepare for a job interview, think about what is most important to you. In the interview, inquire about company culture and expectations regarding communication, responsibilities, reporting structure, and more. Are you expected to answer emails outside of working hours? What is the policy for remote or hybrid work?
But you shouldn't ask outright if the company allows a flexible work environment, says Zanon. "I've seen people on interview panels immediately flinch when they [hear] that. Instead, you could say, 'Is your work format on a set schedule, or do you have a window of time in the day that I need to accomplish my work?'"
Zanon suggests using the interview to understand team dynamics. "Observe and assess body language. How are they communicating with each other? How are they communicating with you? Then, when you get into your negotiation, tailor it to understand and work to those dynamics."
2. Thoroughly research salary ranges
Learn the pay structure of the organization that you're applying to or look at those of similar organizations. If you have a mentor, start with them, or ask friends and colleagues — even your friends of friends. "Ask anyone who would [be able] to give you some insight," Zanon suggests. If it's a union position, their collective agreement might be available to you.
Many states require sharing salary ranges when posting open positions. If the employer did not post a salary range with the job, check for comparable listings online based on role, skills, experience, education, and location.
Also, be aware that there is a growing trend to make it illegal for employers to ask for your salary history. But if you're asked about your salary expectations, be prepared with a range, as this leaves room for negotiation and shows that you are prepared and willing to be flexible.
3. Look at the whole picture
Think beyond salary and look at total compensation. There might be performance bonuses or reimbursements that could add to your take-home pay. Ask how raises are assessed and if there are any caps on annual increases.
"You should also understand the health benefits, the retirement benefits, and any other ancillary benefits, such as vacation time, conferences, professional development, schedule flexibility, or remote work," says Zanon.
Also, think about the work itself and how this organization will support you in achieving a career milestone, certification, or other professional development. What types of projects will you be working on? Are conference attendance and professional training compensated? Weigh how the organization will take care of you now while also considering your future goals.
4. Lead with confidence
The poise you display during salary negotiations will demonstrate leadership qualities that will be attractive to the hiring manager. Negotiation is a collaborative conversation for mutual benefit, not a conflict: it's more about how the employers value the work than about you personally. Think of negotiation as determining your long-term career earnings rather than scoring a little extra money now.
And don't fear showing confidence in yourself. "Know your strongest negotiating position before you sign on the dotted line. Don't talk yourself down," says Zanon. "You are their top candidate: don't get lost in percentages. Really understand the bottom line of what the pay will mean for you."
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