You’ve applied for the perfect job, navigated rounds of interviews, and finally landed an offer. But when the salary doesn’t quite meet your expectations, you might feel torn. Do you accept the offer as-is, or do you counter with a salary that aligns with your skills and experience?

If you thought, “just take the offer,” you’re not alone.

"Some may feel uncomfortable or anxious about negotiating salary because most people do not talk about their personal money situation," said Catharine Groover, graduate career development advisor in Georgia Tech’s Career Center. "Some may be scared because they think if they ask about salary, the job offer could be taken away."

It is natural to feel uncomfortable with the topic for many reasons; however, many employers expect you to negotiate.

It’s a totally normal thing to do," said Christina Hall, graduate career development advisor in Georgia Tech’s Career Center. 

It’s important to remember that job offer negotiation is a collaborative interaction between you and the employer. You are trying to work together to create an offer that works for you, said Hall.

Groover and Hall share their tips for tackling salary negotiation with confidence and tact. 

Creating a Strong Counteroffer
 

Do your homework. 

Groover and Hall recommend doing online research. Resources like Glassdoor, Salary, Levels.fyi, and Payscale can provide salary data for related jobs in the area.
 

Compare your qualifications with the job description. 

I cannot stress this enough—experience does not have to be paid experience," said Groover. "Academic achievements, internships, research, projects, certifications, and coursework are valuable experiences. These can be used to leverage your skillset, experience, and what you bring to the company, which can result in a higher salary."

Groover recommends asking yourself the following questions to help determine an appropriate salary:

• Assuming you meet all required qualifications, how many preferred qualifications do you meet?
• Are you bringing any additional skills that may be beneficial in another area of the company or toward the company’s growth?
• How can you help the company grow?
• What are you bringing to the company and that specific role that will benefit the company?
   

Consider other elements of the compensation package. 

"Normally, when we think of job offer negotiation, we think strictly in terms of salary, but other things may be important," said Hall. "Are you looking for flexible hours, hybrid working conditions, or professional development opportunities?"

Additional elements could include time off, relocation expenses, sign-on bonuses, stock options, and travel, according to Groover.

Know your bottom line. 

If the employer doesn’t accept the counteroffer, it can be a tricky situation. "I think this is where having a walk-away number is important," said Hall. "Deciding ahead of time if there is an offer that is just too low to accept. Students could also ask if there are opportunities to increase their salary later, perhaps at a six-month review or make up for it in another way, such as a sign-on bonus."

Overcoming Negotiation Anxiety
 

Worrying about cultural norms, imposter syndrome, or the risk of retraction can make negotiating nerve-wracking. According to Hall, employers are motivated to make fair and competitive offers. In her own experience with negotiating, Hall realized it is a totally normal thing to do.

"It’s not as scary as it seems," said Hall. "One employer was impressed I advocated for myself in one scenario, and in the other, they told me they expected it."

Employers want to retain top talent. "If a company has given you a job offer, they want to hire you," said Groover. "Remain humble yet confident. You have the potential to learn, grow, and become a leader within the company."

Stick to logic and personal affirmations. 

"Imposter syndrome is a real thing," said Groover. "Remind yourself, ‘I am capable of performing the job requirements and learning more. I can achieve my goals. I am capable. I am worthy.’"

Take time to process. 

"Do not feel the need to accept an offer right on the spot," said Groover. "Thank the employer for the offer, express your excitement, and ask if you can have a few days to consider the offer. This gives you time to thoroughly review the offer, look at resources, speak with confidence, and draft a counteroffer or response."

Use the Resources Available to You. 

The Career Center offers extensive resources related to negotiating salaries and beyond at career.gatech.edu.

• Job Offer Priorities Table Exercise
• Enhancing Negotiation Skills: A Step-by-Step Guide for Graduate Students, written by the Career Center Graduate Career Development team
• Tech Career Center’s Evaluating Offers and Negotiating Salary
• Career Center pre-recorded workshops and webinars
• Career Fairs
• Employer Information Sessions
• Drop-in hours available from 2 to 4 p.m. in the Bill More Student Success Center Festival Suite
• One-on-one career advising appointments can be scheduled through Career Buzz
• Interstride, geared toward international students
• Workshops and webinars available in Career Buzz
• Other Career Center resources/guides specifically designed for graduate students