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Accepting employment offers and negotiation

You have just been through the wringer, put it all on the line, now you get that phone call - we would like to offer you a position. What do you do now?

First, take a quiet but deep breath, when you respond you should sound like you expected nothing less. Next, thank the person making the offer and the ask them to send you the offer in writing so you can read it over before you accept it. Never, ever accept a verbal offer of employment!

Why? You ask? A couple of reasons. First, how do you know what offer you are accepting? You won't have to talk to too many nurses before finding one that has moved across the country only find out the permanent full time position in ICU they were offered, is now because of a miscommunication, a casual float position working between emergency, ICU and PAR. You've quit your previous job, moved to a new town and its your word against theirs. Face it, your stuck and now they have control. Second, as soon as you accept their offer you have just lost any negotiating power. Thirdly,  what about moving expenses, signing bonus and paid educational leave? Before you hear "Sorry, we're not currently offering those as we have been able to fill the position without those perks" cover yourself. Remember they are not going to start negotiating after you've accepted the job!

So what should the offer look like?

Employment offers should always be in writing on the employers letterhead and signed by someone in a managerial capacity. Further, the offer should specify the position you are being offered, the specific unit or work area, the status (full time permanent or temp. full time etc.), hours of work, starting pay rate or salary. The letter should also detail any special considerations that are being offered such as signing bonuses etc. If all of these conditions aren't met pick up the phone. Don't accept anything until all the terms are in writing.

I'm a nurse, what's to negotiate?

There are a number of monetary and non monetary benefits you can negotiate before you accept an employment offer. Negotiation takes courage and self confidence, and you should always do it.  The easy ones are gimme's - ask and there yours, don't and you'll kick yourself. 

Start at an increment on the pay scale that reflects your years of experience, you don't go back to step one with every move.

Find out if you get additional pay for any courses you have towards a degree or some other specialized training you've taken.

Ask to be sure you are getting the perks offered in the advertisement - typically signing bonus or relocation assistance.

The tougher stuff requires more work. These are things that aren't offered, but having done your research, you feel they should be available.

Remote areas often have money for both signing bonus and relocation assistance, the amounts are variable in both instances. Drive a hard bargain.

Educational assistance is always available, but you must ask for it. Be specific, paid time off to write exams toward your degree or tuition reimbursement upon successful completion of courses are things most employers are willing to negotiate.

Get a commitment on required skills. First Aid, BCLS, ACLS etc. should always be 100% employer paid, they will let you swallow the cost if you don't say anything.

How do I negotiate?

First, never let 'em see your cards. As I said at the beginning act as if you never doubted the job was yours. Get the initial offer in writing and ask for a couple of days to consider the offer. After the first day of deliberation phone the employer and make sure you are clear on all of the "must haves" we talked about earlier. Then explain that while the offer is attractive it is lacking in a couple of areas. This invites the question -what were you looking for? Remember that they have already said they want you, you have yet to reciprocate.

Negotiation is about compromise. You have to know the range of things you are willing to negotiate with and always know the point at which you are willing to walk away. Otherwise you just placing demands and you have no bargaining power.

Start by asking for specific information about all of the things on your wish list (bonus, moving expenses and education) to see the reception you get. Then layout your counter offer. I would be willing to except your offer subject to the following conditions. I would like a signing bonus of $1000, reimbursement for 50% of my moving expenses and paid time off in July to write two exams toward my degree.

The initial response will almost always be refusal, we don't do that, you're kidding aren't you or some other brush off. Remain calm, tell the person your speaking to, that you are considering their offer but these things are an important part of your decision. Then explain you don't expect them to respond immediately and that you will call tomorrow to discuss the offer further.

You have to keep control of the negotiation so remember your bottom line. If you know that your happy just to be assured of paid time off in the summer to write exams don't back yourself into a corner when they phone the next day and only offer the paid time off.

Be brave and give it a try. You may surprise yourself.

P.S. Never discuss your negotiated perks. You will only makes enemies with both your co-workers and your employer.

Questions, comments or personal anecdotes. Send them to me at baddrn@canadianrn.com . 

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