Salary Negotiation

I just received an offer for a job I really want, but the salary is lower than what I really want. How do I get them to give me more without risking the offer that's on the table. The offer is at $125K, plus a bonus of 30%. I was looking for $150K for the base salary. I'm willing to take less in bonus if they can put the difference into the base.

How would you handle this salary negotiation?

I should tell you that I'm unemployed right now, and that's why I don't want to risk losing this offer.

You don't provide any data on what your salary was in your last position, so it's hard to evaluate whether you're looking for an increase over that last salary or just looking to replace your old compensation in this salary negotiation.

I'm going to assume it's the latter - that in your last job, you were making $150K. First, you need to think about the total compensation package. It's not uncommon for bonus targets to be tossed around like they're guaranteed, when in fact, they're not. The value of the salary package on the table is actually $162.5K - more than the $150K you're looking for, assuming that the bonus component is real.

My suggestion is to find out the company's track record in paying out the bonus over the past 3-5 years. Have they hit their targets? Are they on track to hit their numbers this year, despite the current economy?

If there is a strong track record of paying out the bonus, see if they're willing to guarantee all or a portion of it in your first year.

There's no problem in letting the company know that you were looking for a higher base salary. I would not, however, suggest that they adjust your bonus opportunity in order to give you a higher base salary. Most companies work within salary guidelines, and consider things like the midpoint of the salary range for your position, where others currently fall within that range, future increase potential, etc.


Another strategy you might use is an accelerated review process. You can suggest an evaluation of your performance and a corresponding salary adjustment after you've been with the company for 6 months.

I would caution you against playing games during a salary negotiation. If your previous compensation was at the $150K mark (base salary), you can use that in the negotiation. If it was less than that, don't fudge. It's not uncommon for companies to request your W-2 during a background check to verify the compensation amount you quote.

The bottom line on this salary negotiation - it sounds like you've been offered a strong package ($162.5K). Since you're currently unemployed, I would explore the tactics suggested above to see if there's any room to negotiate, but I wouldn't push it.

Jobs are hard to come by right now. If you're haggling only over how the base/bonus are weighted, and have no real concern over the value of the package (plus company benefits), I would raise these issues, but within the context of how excited you are about the offer, and your future with the firm. Then say yes and get back to work!

Good luck. Let us know how it turns out.

For more information on negotiating your compensation package, see these sections on Top-Sales-Jobs.com: