Can I Goose Up My Job Offer?

Nick invites readers to submit their toughest questions and comments about job hunting and hiring. He will select the best for this column. Here is a recent one:

Question

I was offered a head chef position yesterday for $65K. They want a chef that can reorganize the kitchen layout for better efficiency and also help save money by standardizing recipes. I can do all that. I'm going to say yes, but I'm inclined to ask, "Can you do any better?" I want to know how far to push it since my research indicates this is a rather good offer in this area. Of course, I don't want them to withdraw the offer, but it seems like I shouldn't just say yes. I'd appreciate your insight.

Nick’s Advice

If you hadn’t said that “this is a rather good offer in this area,” my advice would be very different.

Why is it that when people get a good deal, they feel obligated to try and get an even better one? Maybe it's because all those books about negotiating teach that only the weak and meek take the first offer; that we can and should squeeze out a few more bucks.

Bunk. It isn't about clever negotiating tactics. It's about being able to answer the question, "Why should I give you more?" If you posture for more money when you don't have a leg to stand on, you will fall over. And that's the crux of this.

So don’t posture. Instead, talk about what you can do. For example, perhaps you can outline how you would use inventory management software to track supplies and avoid over-ordering, or how you would train staff so they can work more independently. The hiring manager might never ask about such things—eso it’s up to you to highlight your special skills and abilities.

Unless you can show the employer why you are worth more, then don't ask for higher pay.

"But wait -- the salary surveys say I'm worth more! I'll show them the surveys!"

Bunk again. Some "career experts" will tell you to use the survey data to support your salary request. What they don't tell you is that the surveys describe a population of head chefs with similar titles and credentials. They don't describe you.

Go ahead—try and tell an employer you're worth what everyone else gets paid. It will earn you a blank stare because any smart employer has evaluated you and decided what you are worth. "We don't hire statistics. What are you going to do for me that's worth more than I'm offering?" And again, this is where people fall down flat. They think this is a matter of statistics when it's a matter of value. Can you demonstrate additional value?

But the experts go further in advocating salary surveys. They claim that employers use the same surveys to establish their budgets and salary scales. So, if the employers use the surveys, you should, too. Again, I say bunk. If an employer relied on the surveys to produce your offer, what more is there to talk about? Are you going to argue that this survey is better than that survey?

It's not uncommon for a company to withdraw a good offer when the candidate asks for more without being able to justify the request. That's why you're so nervous about asking for more.

Trust Your Judgment

Don't feel bad. You're just trying to be as assertive as the next chef. But set aside the conventional wisdom and trust your own judgment about this offer. If you definitely want the job and the offer is a good one, then don't jeopardize it. The better the offer is to begin with, the less you're likely to goose it up. In other words, you're not going to get more than a few extra bucks. Is it worth risking the offer altogether?

Mind you, I'm not saying job candidates should not negotiate the best deal they can get. But we're talking about having a good offer to begin with. Part of my aim is to debunk the myths of job hunting, and this is one of them. Not every situation requires negotiating. And negotiating when there's little or nothing to gain suggests pettiness.

As I said at the start, I think the answer to your question lies in what you told me: “this is a rather good offer in this area.”

If you're looking for a negotiating secret, here it is. Companies rarely boost a good offer by much, if at all. So, it's up to you—use your judgment. If you can get more money, great. But remember that good will is worth something, too. Congratulations on getting a good offer for a foodservice job you want!

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