As seniors get ready for life after graduation, the Career Center has been offering workshops to enhance skills needed in the real world. The latest “How to Adult” session featured a discussion on the basics of salary negotiation with the Director of Career Development and Assessment Lisa Tandan, Assistant Director Michele Roberts and Assistant Director of Student Leadership and Engagement Denise DeGennaro.
A slideshow presentation was set up for this discussion, however, only four students showed up. Tandan, Roberts and DeGennaro decided to use this as an opportunity for a more intimate conversation. They allowed the students to discuss any personal issues they were having with internships and job offers. Tandan began by explaining what salary negotiation is and went on to explain that other perks, such as vacation days, can be negotiated too.
“Anyone can negotiate salary, from potential to current employees, just not past employees,” Tandan said. She asked, “Why would you want to negotiate salary?” Alyssa Dixon, a senior replied, “Sometimes you feel like what you’re getting isn’t what you think you deserve to get.”
Roberts added that it’s important to compare what other companies are offering in your field. “Do make sure to check your region, because that makes a huge difference,” she said.
Tandan shared her experience with regional salary differences and explained the disparities between large corporations and small businesses. “Minibusinesses expect salary negotiations, mainly because they see it as a good thing,” she said. “They see if you can advocate for yourself, then you can advocate for the business and the job as well.”
Since there were only women present at this discussion, Tandan thought it would be important to briefly talk about the wage gap. “Women make 79 cents on the dollar to men. Men negotiate harder and go for the money, while women tend to be nicer,” Tandan said. “It’s good to be nice, but you have to be nice to yourself as well. Negotiation doesn’t have to be a mean exchange between you and the employer. It can, and should be, a nice, amicable discussion.”
Tandan and Roberts emphasized that you should do your research and prepare for the negotiation, sometimes even before you go in for your first interview. Dixon shared how she was once caught off guard with a salary question because the employers had asked it over the phone before her interview had taken place. “This is why it’s important to have done your research,” Tandan said.
So when is a good time to start talking numbers? The administrators explicitly warned against asking about salary in your post-interview questions. However, “Once you get the offer, and they say that you’re the person they want, that’s when it’s time you start prepping yourself for the negotiation,” Tandan said.
In the meantime, it’s important to determine why you deserve the salary you want. Online resources can prove to be helpful, however Tandan said, “Sometimes your best resources are people. Talk and ask around. Ask for a range of what you should be looking at for an entry-level salary.”
Another time you should be prepared to negotiate is when you are up for review in a company you are already working for. “You should also be ready to negotiate your salary anytime your position changes, or if you are taking over for someone who left,” DeGennaro said.
In those instances, Roberts said you should write down what changes have occurred that you feel would constitute a raise. “On one side write all the responsibilities you had when you were first hired and on the other side, write responsibilities you have taken over and how you have impacted the people around you,” Roberts said. “This makes it easier for everyone to determine and clearly see why you should be getting a raise, whether it be for the time period in which they are looking for someone new, or even permanently.”
Addressing how to negotiate a salary, Tandan said, “Always keep the employers in the limelight. Don’t let them confuse you with these questions. If they ask what you are looking for, tell them you are flexible and ask them what they have budgeted for the job.” Roberts added how it’s important to state the facts. Tell them your education, your past experiences, your impact on people and anything you can bring to improve the company. “You want it to be a fun, amicable exchange and give them the feeling that you’re willing to work for the organization,” Roberts said.
Courtney Willison, a senior business management major, found the session useful and enjoyed the intimacy. “We were able to ask questions and really figure out the best ways to negotiate which is something I don’t think many graduating seniors consider,” she said.
Willison suggested that other seniors utilize the resources at their disposal. “Do not graduate and regret not soaking up the knowledge that Hofstra has to offer,” she said. “Hofstra graduates are going places for a reason.”