Here’s a quick rundown of this week’s episode…

• First, Isaiah discusses the importance of being polite and professional throughout the negotiation process
• Next, Isaiah explains why you should always show enthusiasm for the job, no matter how long it takes to negotiate your salary
• Finally, Isaiah presents some advanced negotiations techniques that will considerably increase your chances of getting a higher salary

During salary negotiations it’s important to be extremely polite and enthusiastic. As uncomfortable as negotiations are, they should never be tense.

Many PhDs make the mistake of thinking that having self-worth means being defensive during negotiations. But being stubborn, condescending, or uncooperative will only get you more push-back from the employer.

So, go above and beyond with politeness. You can’t be too polite during this process.

If the employers sees your enthusiasm waning towards the finish line, they may second guess their decision.

In fact, a UC Berkely study found that people who watched exciting and upbeat videos prior to a money exercise were willing to spend more money compared with people who were shown neutral or fearful videos.

The same goes for your employer – your enthusiasm will influence how much they’re willing to invest in you.

To keep the tone of the negotiation upbeat, you should avoid bringing up your current financial problems. The harsh reality is that the employer doesn’t care that you’re overworked and underpaid – it’s important to never negotiate from a position of weakness.

Instead, keep circling the conversation back to your strengths and what you can do for them. This will reiterate your value while also keeping the conversation focused on the employer.

Many PhDs find themselves in a situation where the employer is avoiding the topic of salary, and is instead, focusing on the benefits package.

To drive the conversation back to salary, politely brush their points aside and gently encourage them to make you an initial salary offer. Only after securing your salary should benefits be discussed.

Another tactic employers use is to appeal to a higher authority. At one point during a negotiation, I asked for an additional week of vacation.

The hiring manager said they he didn’t think he’d be able to do this but he would try his best to make it happen. I didn’t end up getting that additional week of vacation, but I was grateful for his efforts.

This tactic works because it takes the onus off of them and makes them look like they’re fighting for you. Don’t be fooled – this only gets you to settle for less.

The good news is that you too can use this technique. Buy some time by saying “This looks great – let me discuss it at home and get back to you in two days.”

Lastly, remember that time is on your side. Negotiations should never be rushed. Ask for additional interviews; ask for a facility tour. The more time the company invests in you, the more leverage you’ll have when it comes time to talk salary.

If you’re ready to start your transition into industry, you can apply to book a free Transition Call with our founder Isaiah Hankel, PhD or one of our Transition Specialists. Apply to book a Transition Call here.

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