Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Alumni
  • Login
  • Volunteer
  • Clubs
  • Reunions
  • Bulletin
  • Class Notes
  • Help
  • Give Now
  • Stories
  • Alumni Directory
  • Lifelong Learning
  • Careers
  • Programs & Events
  • Giving
LOG IN
For a more
personalized visit
Log in
LOG IN
For a more
personalized visit
Log in
  • …→
  • Harvard Business School→
  • Alumni→
  • Careers→
  • Job Search
    • Job Search
    • Getting Started
    • Develop Your Career Vision
    • Diversity, Inclusion & Belonging Questions for Hiring Organizations
    • Resumes & Cover Letters
    • Leverage LinkedIn
    • Finding Job Opportunities
    • Salary & Career Trends
    • Interviewing
    • Negotiating
    • US Business Immigration Overview
    • Global Opportunity Fellowship GO: AFRICA
    • Virtual Job Search Teams
    →
  • Negotiating→

Careers

Negotiating

  • Job Search 
    • Getting Started
    • Getting Started
      • Develop Your Career Vision
      • Develop Your Career Vision
        • Diversity, Inclusion & Belonging Questions for Hiring Organizations
        • Diversity, Inclusion & Belonging Questions for Hiring Organizations
          • Resumes & Cover Letters
          • Resumes & Cover Letters
            • Leverage LinkedIn
            • Leverage LinkedIn
              • Finding Job Opportunities
              • Finding Job Opportunities
                • Salary & Career Trends
                • Salary & Career Trends
                  • Interviewing
                  • Interviewing
                    • Negotiating
                    • Negotiating
                      • US Business Immigration Overview
                      • US Business Immigration Overview
                        • Global Opportunity Fellowship GO: AFRICA
                        • Global Opportunity Fellowship GO: AFRICA
                          • Virtual Job Search Teams
                          • Virtual Job Search Teams
                            • Getting Started
                            • Getting Started
                              • Develop Your Career Vision
                              • Develop Your Career Vision
                                • Diversity, Inclusion & Belonging Questions for Hiring Organizations
                                • Diversity, Inclusion & Belonging Questions for Hiring Organizations
                                  • Resumes & Cover Letters
                                  • Resumes & Cover Letters
                                    • Leverage LinkedIn
                                    • Leverage LinkedIn
                                      • Finding Job Opportunities
                                      • Finding Job Opportunities
                                        • Salary & Career Trends
                                        • Salary & Career Trends
                                          • Interviewing
                                          • Interviewing
                                            • Negotiating
                                            • Negotiating
                                              • US Business Immigration Overview
                                              • US Business Immigration Overview
                                                • Global Opportunity Fellowship GO: AFRICA
                                                • Global Opportunity Fellowship GO: AFRICA
                                                  • Virtual Job Search Teams
                                                  • Virtual Job Search Teams
                                                  • Career Coaching 
                                                    • How Coaching Can Help You
                                                    • How Coaching Can Help You
                                                      • Coach Directory
                                                      • Coach Directory
                                                        • How Coaching Can Help You
                                                        • How Coaching Can Help You
                                                          • Coach Directory
                                                          • Coach Directory
                                                          • Connect & Network 
                                                            • Career Networking
                                                            • Career Networking
                                                              • Outreach Templates
                                                              • Outreach Templates
                                                                • Perfect Your Pitch
                                                                • Perfect Your Pitch
                                                                  • Your Alumni Community
                                                                  • Your Alumni Community
                                                                    • Find Past & Upcoming Events
                                                                    • Find Past & Upcoming Events
                                                                      • Career Networking
                                                                      • Career Networking
                                                                        • Outreach Templates
                                                                        • Outreach Templates
                                                                          • Perfect Your Pitch
                                                                          • Perfect Your Pitch
                                                                            • Your Alumni Community
                                                                            • Your Alumni Community
                                                                              • Find Past & Upcoming Events
                                                                              • Find Past & Upcoming Events
                                                                              • Ongoing Learning 
                                                                                • Professional Development
                                                                                • Professional Development
                                                                                  • Tools & Training
                                                                                  • Tools & Training
                                                                                    • Baker Library Services
                                                                                      • Industry Information
                                                                                      • Industry Information
                                                                                      • Baker Library Services
                                                                                        • Industry Information
                                                                                        • Industry Information
                                                                                        • Professional Development
                                                                                        • Professional Development
                                                                                          • Tools & Training
                                                                                          • Tools & Training
                                                                                            • Baker Library Services
                                                                                              • Industry Information
                                                                                              • Industry Information
                                                                                              • Baker Library Services
                                                                                                • Industry Information
                                                                                                • Industry Information
                                                                                              • Transitions & Paths 
                                                                                                • Career Transitions Video Series
                                                                                                • Career Transitions Video Series
                                                                                                  • Growing on the Job
                                                                                                  • Growing on the Job
                                                                                                    • Becoming an Entrepreneur
                                                                                                    • Becoming an Entrepreneur
                                                                                                      • Being on Boards
                                                                                                        • Becoming a Board Member
                                                                                                        • Becoming a Board Member
                                                                                                          • Nonprofit Board Service
                                                                                                          • Nonprofit Board Service
                                                                                                            • Diversity on Boards
                                                                                                            • Diversity on Boards
                                                                                                            • Being on Boards
                                                                                                              • Becoming a Board Member
                                                                                                              • Becoming a Board Member
                                                                                                                • Nonprofit Board Service
                                                                                                                • Nonprofit Board Service
                                                                                                                  • Diversity on Boards
                                                                                                                  • Diversity on Boards
                                                                                                                  • From C-Suite to CEO
                                                                                                                  • From C-Suite to CEO
                                                                                                                    • Balancing Work & Life
                                                                                                                    • Balancing Work & Life
                                                                                                                      • Career Re-Entry & Flexible Work
                                                                                                                      • Career Re-Entry & Flexible Work
                                                                                                                        • Considering Retirement
                                                                                                                        • Considering Retirement
                                                                                                                          • Resources for New Alumni
                                                                                                                          • Resources for New Alumni
                                                                                                                            • Career Transitions Video Series
                                                                                                                            • Career Transitions Video Series
                                                                                                                              • Growing on the Job
                                                                                                                              • Growing on the Job
                                                                                                                                • Becoming an Entrepreneur
                                                                                                                                • Becoming an Entrepreneur
                                                                                                                                  • Being on Boards
                                                                                                                                    • Becoming a Board Member
                                                                                                                                    • Becoming a Board Member
                                                                                                                                      • Nonprofit Board Service
                                                                                                                                      • Nonprofit Board Service
                                                                                                                                        • Diversity on Boards
                                                                                                                                        • Diversity on Boards
                                                                                                                                        • Being on Boards
                                                                                                                                          • Becoming a Board Member
                                                                                                                                          • Becoming a Board Member
                                                                                                                                            • Nonprofit Board Service
                                                                                                                                            • Nonprofit Board Service
                                                                                                                                              • Diversity on Boards
                                                                                                                                              • Diversity on Boards
                                                                                                                                              • From C-Suite to CEO
                                                                                                                                              • From C-Suite to CEO
                                                                                                                                                • Balancing Work & Life
                                                                                                                                                • Balancing Work & Life
                                                                                                                                                  • Career Re-Entry & Flexible Work
                                                                                                                                                  • Career Re-Entry & Flexible Work
                                                                                                                                                    • Considering Retirement
                                                                                                                                                    • Considering Retirement
                                                                                                                                                      • Resources for New Alumni
                                                                                                                                                      • Resources for New Alumni
                                                                                                                                                      • Career Blog 

                                                                                                                                                      Careers

                                                                                                                                                      • Job Search
                                                                                                                                                        • Getting Started
                                                                                                                                                        • Getting Started
                                                                                                                                                          • Develop Your Career Vision
                                                                                                                                                          • Develop Your Career Vision
                                                                                                                                                            • Diversity, Inclusion & Belonging Questions for Hiring Organizations
                                                                                                                                                            • Diversity, Inclusion & Belonging Questions for Hiring Organizations
                                                                                                                                                              • Resumes & Cover Letters
                                                                                                                                                              • Resumes & Cover Letters
                                                                                                                                                                • Leverage LinkedIn
                                                                                                                                                                • Leverage LinkedIn
                                                                                                                                                                  • Finding Job Opportunities
                                                                                                                                                                  • Finding Job Opportunities
                                                                                                                                                                    • Salary & Career Trends
                                                                                                                                                                    • Salary & Career Trends
                                                                                                                                                                      • Interviewing
                                                                                                                                                                      • Interviewing
                                                                                                                                                                        • Negotiating
                                                                                                                                                                        • Negotiating
                                                                                                                                                                          • US Business Immigration Overview
                                                                                                                                                                          • US Business Immigration Overview
                                                                                                                                                                            • Global Opportunity Fellowship GO: AFRICA
                                                                                                                                                                            • Global Opportunity Fellowship GO: AFRICA
                                                                                                                                                                              • Virtual Job Search Teams
                                                                                                                                                                              • Virtual Job Search Teams
                                                                                                                                                                                • Getting Started
                                                                                                                                                                                • Getting Started
                                                                                                                                                                                  • Develop Your Career Vision
                                                                                                                                                                                  • Develop Your Career Vision
                                                                                                                                                                                    • Diversity, Inclusion & Belonging Questions for Hiring Organizations
                                                                                                                                                                                    • Diversity, Inclusion & Belonging Questions for Hiring Organizations
                                                                                                                                                                                      • Resumes & Cover Letters
                                                                                                                                                                                      • Resumes & Cover Letters
                                                                                                                                                                                        • Leverage LinkedIn
                                                                                                                                                                                        • Leverage LinkedIn
                                                                                                                                                                                          • Finding Job Opportunities
                                                                                                                                                                                          • Finding Job Opportunities
                                                                                                                                                                                            • Salary & Career Trends
                                                                                                                                                                                            • Salary & Career Trends
                                                                                                                                                                                              • Interviewing
                                                                                                                                                                                              • Interviewing
                                                                                                                                                                                                • Negotiating
                                                                                                                                                                                                • Negotiating
                                                                                                                                                                                                  • US Business Immigration Overview
                                                                                                                                                                                                  • US Business Immigration Overview
                                                                                                                                                                                                    • Global Opportunity Fellowship GO: AFRICA
                                                                                                                                                                                                    • Global Opportunity Fellowship GO: AFRICA
                                                                                                                                                                                                      • Virtual Job Search Teams
                                                                                                                                                                                                      • Virtual Job Search Teams
                                                                                                                                                                                                      • Career Coaching
                                                                                                                                                                                                        • How Coaching Can Help You
                                                                                                                                                                                                        • How Coaching Can Help You
                                                                                                                                                                                                          • Coach Directory
                                                                                                                                                                                                          • Coach Directory
                                                                                                                                                                                                            • How Coaching Can Help You
                                                                                                                                                                                                            • How Coaching Can Help You
                                                                                                                                                                                                              • Coach Directory
                                                                                                                                                                                                              • Coach Directory
                                                                                                                                                                                                              • Connect & Network
                                                                                                                                                                                                                • Career Networking
                                                                                                                                                                                                                • Career Networking
                                                                                                                                                                                                                  • Outreach Templates
                                                                                                                                                                                                                  • Outreach Templates
                                                                                                                                                                                                                    • Perfect Your Pitch
                                                                                                                                                                                                                    • Perfect Your Pitch
                                                                                                                                                                                                                      • Your Alumni Community
                                                                                                                                                                                                                      • Your Alumni Community
                                                                                                                                                                                                                        • Find Past & Upcoming Events
                                                                                                                                                                                                                        • Find Past & Upcoming Events
                                                                                                                                                                                                                          • Career Networking
                                                                                                                                                                                                                          • Career Networking
                                                                                                                                                                                                                            • Outreach Templates
                                                                                                                                                                                                                            • Outreach Templates
                                                                                                                                                                                                                              • Perfect Your Pitch
                                                                                                                                                                                                                              • Perfect Your Pitch
                                                                                                                                                                                                                                • Your Alumni Community
                                                                                                                                                                                                                                • Your Alumni Community
                                                                                                                                                                                                                                  • Find Past & Upcoming Events
                                                                                                                                                                                                                                  • Find Past & Upcoming Events
                                                                                                                                                                                                                                  • Ongoing Learning
                                                                                                                                                                                                                                    • Professional Development
                                                                                                                                                                                                                                    • Professional Development
                                                                                                                                                                                                                                      • Tools & Training
                                                                                                                                                                                                                                      • Tools & Training
                                                                                                                                                                                                                                        • Baker Library Services
                                                                                                                                                                                                                                          • Industry Information
                                                                                                                                                                                                                                          • Industry Information
                                                                                                                                                                                                                                          • Baker Library Services
                                                                                                                                                                                                                                            • Industry Information
                                                                                                                                                                                                                                            • Industry Information
                                                                                                                                                                                                                                            • Professional Development
                                                                                                                                                                                                                                            • Professional Development
                                                                                                                                                                                                                                              • Tools & Training
                                                                                                                                                                                                                                              • Tools & Training
                                                                                                                                                                                                                                                • Baker Library Services
                                                                                                                                                                                                                                                  • Industry Information
                                                                                                                                                                                                                                                  • Industry Information
                                                                                                                                                                                                                                                  • Baker Library Services
                                                                                                                                                                                                                                                    • Industry Information
                                                                                                                                                                                                                                                    • Industry Information
                                                                                                                                                                                                                                                  • Transitions & Paths
                                                                                                                                                                                                                                                    • Career Transitions Video Series
                                                                                                                                                                                                                                                    • Career Transitions Video Series
                                                                                                                                                                                                                                                      • Growing on the Job
                                                                                                                                                                                                                                                      • Growing on the Job
                                                                                                                                                                                                                                                        • Becoming an Entrepreneur
                                                                                                                                                                                                                                                        • Becoming an Entrepreneur
                                                                                                                                                                                                                                                          • Being on Boards
                                                                                                                                                                                                                                                            • Becoming a Board Member
                                                                                                                                                                                                                                                            • Becoming a Board Member
                                                                                                                                                                                                                                                              • Nonprofit Board Service
                                                                                                                                                                                                                                                              • Nonprofit Board Service
                                                                                                                                                                                                                                                                • Diversity on Boards
                                                                                                                                                                                                                                                                • Diversity on Boards
                                                                                                                                                                                                                                                                • Being on Boards
                                                                                                                                                                                                                                                                  • Becoming a Board Member
                                                                                                                                                                                                                                                                  • Becoming a Board Member
                                                                                                                                                                                                                                                                    • Nonprofit Board Service
                                                                                                                                                                                                                                                                    • Nonprofit Board Service
                                                                                                                                                                                                                                                                      • Diversity on Boards
                                                                                                                                                                                                                                                                      • Diversity on Boards
                                                                                                                                                                                                                                                                      • From C-Suite to CEO
                                                                                                                                                                                                                                                                      • From C-Suite to CEO
                                                                                                                                                                                                                                                                        • Balancing Work & Life
                                                                                                                                                                                                                                                                        • Balancing Work & Life
                                                                                                                                                                                                                                                                          • Career Re-Entry & Flexible Work
                                                                                                                                                                                                                                                                          • Career Re-Entry & Flexible Work
                                                                                                                                                                                                                                                                            • Considering Retirement
                                                                                                                                                                                                                                                                            • Considering Retirement
                                                                                                                                                                                                                                                                              • Resources for New Alumni
                                                                                                                                                                                                                                                                              • Resources for New Alumni
                                                                                                                                                                                                                                                                                • Career Transitions Video Series
                                                                                                                                                                                                                                                                                • Career Transitions Video Series
                                                                                                                                                                                                                                                                                  • Growing on the Job
                                                                                                                                                                                                                                                                                  • Growing on the Job
                                                                                                                                                                                                                                                                                    • Becoming an Entrepreneur
                                                                                                                                                                                                                                                                                    • Becoming an Entrepreneur
                                                                                                                                                                                                                                                                                      • Being on Boards
                                                                                                                                                                                                                                                                                        • Becoming a Board Member
                                                                                                                                                                                                                                                                                        • Becoming a Board Member
                                                                                                                                                                                                                                                                                          • Nonprofit Board Service
                                                                                                                                                                                                                                                                                          • Nonprofit Board Service
                                                                                                                                                                                                                                                                                            • Diversity on Boards
                                                                                                                                                                                                                                                                                            • Diversity on Boards
                                                                                                                                                                                                                                                                                            • Being on Boards
                                                                                                                                                                                                                                                                                              • Becoming a Board Member
                                                                                                                                                                                                                                                                                              • Becoming a Board Member
                                                                                                                                                                                                                                                                                                • Nonprofit Board Service
                                                                                                                                                                                                                                                                                                • Nonprofit Board Service
                                                                                                                                                                                                                                                                                                  • Diversity on Boards
                                                                                                                                                                                                                                                                                                  • Diversity on Boards
                                                                                                                                                                                                                                                                                                  • From C-Suite to CEO
                                                                                                                                                                                                                                                                                                  • From C-Suite to CEO
                                                                                                                                                                                                                                                                                                    • Balancing Work & Life
                                                                                                                                                                                                                                                                                                    • Balancing Work & Life
                                                                                                                                                                                                                                                                                                      • Career Re-Entry & Flexible Work
                                                                                                                                                                                                                                                                                                      • Career Re-Entry & Flexible Work
                                                                                                                                                                                                                                                                                                        • Considering Retirement
                                                                                                                                                                                                                                                                                                        • Considering Retirement
                                                                                                                                                                                                                                                                                                          • Resources for New Alumni
                                                                                                                                                                                                                                                                                                          • Resources for New Alumni
                                                                                                                                                                                                                                                                                                          • Career Blog

                                                                                                                                                                                                                                                                                                          Negotiating

                                                                                                                                                                                                                                                                                                          Preparation is key to a successful negotiation. The tips and questions below are designed to let you know what to expect from the process and to help you plan your approach.

                                                                                                                                                                                                                                                                                                          What You Need to Know

                                                                                                                                                                                                                                                                                                          The following suggestions and resources can help you negotiate an offer that is fair, realistic and the basis for a good working relationship between you and your employer.

                                                                                                                                                                                                                                                                                                          While you should be prepared to discuss compensation at any time, your position will improve if you are able to delay the negotiation. If an interviewer brings up compensation early in the process, you might say "I'd like to get a better sense of my fit with the position and company before discussing finances." When it's time to talk, the offer should come from the hiring manager or your HR contact.

                                                                                                                                                                                                                                                                                                          Prioritizing & Negotiating

                                                                                                                                                                                                                                                                                                          +–Prioritize

                                                                                                                                                                                                                                                                                                          Remember that the negotiation is about more than money! Evaluate all aspects of an offer and prioritize those that are most important to you. These include:

                                                                                                                                                                                                                                                                                                          • Organizational culture and values
                                                                                                                                                                                                                                                                                                          • Paid vacation time
                                                                                                                                                                                                                                                                                                          • Maternity/paternity leave
                                                                                                                                                                                                                                                                                                          • Growth opportunities
                                                                                                                                                                                                                                                                                                          • Career progression flexibility
                                                                                                                                                                                                                                                                                                          • Frequency of performance reviews, performance standards/goals
                                                                                                                                                                                                                                                                                                          • Geographic flexibility
                                                                                                                                                                                                                                                                                                          • Office space
                                                                                                                                                                                                                                                                                                          • Paid travel
                                                                                                                                                                                                                                                                                                          • Ownership options
                                                                                                                                                                                                                                                                                                          • Professional training
                                                                                                                                                                                                                                                                                                          +–Negotiate

                                                                                                                                                                                                                                                                                                          The following tactics can help you conduct productive negotiations.

                                                                                                                                                                                                                                                                                                          • Speak with the hiring manager, if possible
                                                                                                                                                                                                                                                                                                          • Express enthusiasm for job and company
                                                                                                                                                                                                                                                                                                          • Don't negotiate at the time the initial job offer is made
                                                                                                                                                                                                                                                                                                          • Know your bottom line in terms of salary, benefits, etc...
                                                                                                                                                                                                                                                                                                          • Negotiate base pay first, then other points the employer would likely agree to
                                                                                                                                                                                                                                                                                                          • Save other issues of conflict for last
                                                                                                                                                                                                                                                                                                          • Seek to understand ("Is there any flexibility in...")
                                                                                                                                                                                                                                                                                                          • Use a collaborative tone ("Can you think of anything else we can do to bring us closer together?")
                                                                                                                                                                                                                                                                                                          • Share your professional and/or financial goals
                                                                                                                                                                                                                                                                                                          • Keep a calm, business-like tone
                                                                                                                                                                                                                                                                                                          • Avoid getting into a discussion of market rates with knowledgeable employers
                                                                                                                                                                                                                                                                                                          • Keep HR informed
                                                                                                                                                                                                                                                                                                          • NEVER STOP SELLING YOURSELF

                                                                                                                                                                                                                                                                                                          Acceptance Letter

                                                                                                                                                                                                                                                                                                          If you have received a verbal offer, you may want to consider sending an acceptance letter to ensure you and the organization are on the same page.
                                                                                                                                                                                                                                                                                                          Example Acceptance Letter

                                                                                                                                                                                                                                                                                                          Salary Data & Statistics

                                                                                                                                                                                                                                                                                                          We have full-time compensation data from over 1700 alumni.
                                                                                                                                                                                                                                                                                                          Browse Salary Data & Statistics

                                                                                                                                                                                                                                                                                                          Additional Resources

                                                                                                                                                                                                                                                                                                          The following websites can help you research salary data and negotiate from a position of strength. You should also research company salary grades through employees and human resources. Contact the Baker Library | Bloomberg Center, for further assistance.
                                                                                                                                                                                                                                                                                                          Jobstar.org 
                                                                                                                                                                                                                                                                                                          Use this site to find more than 300 industry-specific and general salary surveys. Test your salary savvy with the "Salary I.Q." test, and find tips and strategies for salary negotiation.
                                                                                                                                                                                                                                                                                                          Salary.com 
                                                                                                                                                                                                                                                                                                          Devoted to all aspects of salary and compensation, this site offers a "Salary Wizard" that provides a benchmark for salaries by industry and zip code. The site also offers substantive advice on compensation and negotiation, current news affecting the labor market as well as a job and resume database.
                                                                                                                                                                                                                                                                                                          Homefair 
                                                                                                                                                                                                                                                                                                          A comprehensive guide to relocation resources, including a salary calculator, moving calculator, mortgage information, lifestyle guides to many cities, and crime statistics.
                                                                                                                                                                                                                                                                                                          ǁ
                                                                                                                                                                                                                                                                                                          Campus Map
                                                                                                                                                                                                                                                                                                          External Relations
                                                                                                                                                                                                                                                                                                          Harvard Business School
                                                                                                                                                                                                                                                                                                          Teele Hall
                                                                                                                                                                                                                                                                                                          Soldiers Field
                                                                                                                                                                                                                                                                                                          Boston, MA 02163
                                                                                                                                                                                                                                                                                                          Phone: 1.617.495.6890
                                                                                                                                                                                                                                                                                                          Email: alumni+hbs.edu
                                                                                                                                                                                                                                                                                                          →Map & Directions
                                                                                                                                                                                                                                                                                                          →More Contact Information
                                                                                                                                                                                                                                                                                                          • Make a Gift
                                                                                                                                                                                                                                                                                                          • Site Map
                                                                                                                                                                                                                                                                                                          • Jobs
                                                                                                                                                                                                                                                                                                          • Harvard University
                                                                                                                                                                                                                                                                                                          • Trademarks
                                                                                                                                                                                                                                                                                                          • Policies
                                                                                                                                                                                                                                                                                                          • Accessibility
                                                                                                                                                                                                                                                                                                          • Digital Accessibility
                                                                                                                                                                                                                                                                                                          • Terms of Use
                                                                                                                                                                                                                                                                                                          Copyright © President & Fellows of Harvard College