Negotiation Techniques

Introduction

You didn't spend 5+ years getting a PhD just to lowball yourself at the finish line, so we’re going to nail the negotiation.

Most PhDs approach job offers like they're getting a grant - grateful for whatever scraps come their way. Meanwhile, most employers are literally sitting there expecting you to negotiate, and have factored it into their salary brackets. They've already built wiggle room into that first number you see, so it would be crazy not to wiggle.

You've survived qualifying exams, committee meetings, and reviewer #2's comments, yet somehow asking for another $10K feels terrifying? The academic poverty mindset of "take what you're given" is about to cost you serious money. Not just now - every raise for the next decade will compound on this first number.

Your new employer cares about the problems you can solve and the value you can provide. And if you can't even solve the problem of knowing and advocating for your own high value, why should they trust you with their bigger challenges?

This isn't about being greedy or aggressive. It's about understanding the rules of a game you haven't been trained to play. The good news? Once you know the framework, you'll negotiate confidently to get what you deserve, and the company will gladly trade the money for your output.

Exercise: Strategic Compensation Negotiation System

Exercise Components:

1. Compensation Assessment Matrix Here is a list of factors to consider during a job hunt, some of which can be negotiated:

(click the arrow below to extend the list down)

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Critical Job Factors

Go through these and make marks by what matters, including the following considerations:

1. Importance Rating (1-10)
2. Market Research (typical ranges)
3. My Target Value
4. My Minimum Acceptable Value
5. Notes/Justification

Then to understand what might be normal for your expectations (considering market, demand, location, etc.), use this prompt with a web search-enabled LLM:

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I am a PhD in [your field] considering an offer for [specific position] at [company type/size/location]. Please help me research compensation by: 1. Providing typical salary and bonus ranges for this position in this location 2. Identifying standard benefits I should expect (healthcare, retirement, etc.) 3. Listing 5-7 less common benefits that are often negotiable (work flexibility, professional development, etc.) 4. Suggesting which elements might be more flexible at this type of organization based on industry norms Please include specific sources for any data you provide.
2. Negotiation Strategy Blueprint But even when you’ve done all of your benchmarking and know where you should be, it can be difficult to know what to say to assert your position professionally. You don’t want to sell yourself short, but also don’t want to play unnecessary hardball. To prepare, use this prompt to generate response scripts for fairly common scenarios:
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I need to prepare for salary negotiations for a [position] role with a focus on responding effectively to common scenarios. Please help me draft professional response scripts for these situations: 1. When asked about salary expectations early in the interview process 2. When receiving an initial offer that's below my target 3. When making a specific counteroffer 4. When negotiating non-salary benefits after salary is agreed upon 5. When responding to "this is our final offer" For each response, please include: - A version that is firm but collaborative - Key phrases that maintain good rapport while advocating for my value - A follow-up if the initial response meets resistance

1. Negotiation Role-Play Simulation Similarly to what we did for the interview practice, we can easily practice negotiation with an LLM as well, using the prompt below:
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I'd like to practice negotiating a job offer for a [position type] role. Scenario: I've received an initial offer with the following terms: - Base salary: [amount] - Bonus: [structure] - Benefits: [key elements] - Start date: [date] My research indicates the market rate is [research findings]. I have [X] years of experience and a PhD in [field]. Please role-play as the hiring manager. Begin by explaining why you're excited to make me an offer but cannot exceed your initial terms due to budget constraints. Respond realistically to my negotiation attempts, sometimes showing flexibility and sometimes pushing back. Be willing to discuss various elements of the compensation package beyond just salary. I'll begin the conversation by thanking you for the offer and then start my negotiation.

If you need a more clear example, here is one below: