Negotiate from
a Position of Strength
The recruit starts with a strong hand, because
she was selected from among many appli-
cants. It is in the best interest of the employer
to meet the applicant’s reasonable requests to
succeed in recruitment. However, other appli-
cants may have been attractive; the employer
may withdraw the unaccepted offer if the
applicant’s requests are unreasonable.
In negotiations as well as interviews,
knowledge is strength. The well-prepared
applicant will have gathered information in
advance of the negotiation.Know What You Need
Before beginning negotiations, the applicant
must consider what she needs, as opposed to
what she wants. A starting salary must sus-
tain a reasonable lifestyle for several years.
For applicants used to accumulating debt
through years of low-salaried training, it is
useful to calculate realistic financial needs,
including student loan repayments, housing,
utilities, transportation, child care, food,
entertainment, vacations, insurance, and
taxes. Also it may be advisable to save for
retirement and future family expenditures.
Regular expenses will vary substantially
depending on the location of the job; the
arrival of children will cause significant,
long-term increases in living expenses.
Although employers generally do not consid-
er an applicant’s individual financial needs,
the applicant should be aware if her obliga-
tions prevent her from considering a low-
paying but otherwise rewarding job.Consider Salary Alternatives
People have different needs and priorities,
which may include buying a house, quality
day care, future wealth, or travel.Recruits should consider potential bene-
fits in lieu of higher salary. Universities locat-
ed in high-cost areas frequently can assist
new faculty in buying homes through
low-interest loans or co-investment.
Pharmaceutical and biotechnology compa-
nies are less likely to offer real estate loans
but more likely to offer signing or relocation
bonuses that may be applied to a down-pay-
ment. Some employers may offer on-site or
subsidized child care, and most offer family
medical insurance. Some companies may be
willing to sweeten a salary offer with stock
options. Others may offer extra vacation or
sabbatical time. The relative value of these
benefits is individual, depending on an
applicant’s priorities and goals, and should
be weighed along with the salary.
Frequently, an employer will have more lati-
tude to add benefits than increase salary.A stock option is the right to purchase a
share of company stock at a fixed price at
some future time. Stock offers should be
researched seriously, including restrictions on
exercising options and tax consequences. If
the company’s stock is worth more than theRecruits should consider
potential benefits in lieu
of higher salary.THE AMERICAN SOCIETY FOR CELL BIOLOGY
CHAPTER 6 • CAREER TRANSITION 185A starting salary must sustain
a reasonable lifestyle for
several years.Frequently, an employer will
have more latitude to add
benefits than increase salary.