Sometimes physicians are so happy when they’re offered a non-clinical job, they don’t negotiate salary! Or they believe compensation is “standard and non-negotiable.”

The best time to negotiate is while you’re still a candidate for the job, before you’ve signed a formal offer letter or contract.

Here are my DO’s and DON’Ts of salary negotiation.

DO

• Be prepared to answer a question about salary expectations at your first/screening interview.

• Your research. Find salary ranges for similar roles at Glassdoor or PayScale. Or ask colleagues in similar roles. Many job descriptions now have salary ranges included. These ranges can be wide. Decide YOUR acceptable lower limit and start your range with that number.

• Have them state salary or salary range first.

• Take your time during the negotiation conversation. Thank them for the offer. State your enthusiasm for the position (if you want it!) and ask for time to think it over.

• Use silence. State your counteroffer and then BE QUIET!

• Negotiate before you sign the offer letter or contract.

• Think about what’s important to you. If the company won’t budge on base salary, what else is important to you that might fill the gap between what you want and what they’re willing to pay?

• Have a professional employment contract review done before you sign.

DON’T

• Give a number when asked, “What are your salary expectations?” Instead deflect. It’s awkward. But you can do it. See next bullet for a sample script.

• Say “yes” to any question about salary before you’ve had a chance to negotiate. If you’re asked, “the salary is $$, is that Ok with you?” You could say something like, “I would like to learn more about the position. If we both feel I’m a good fit for the role, I’m confident we can come to a mutually beneficial agreement on salary.”

• Take the salary offer personally. This offer likely reflects how the company values the role, not you. Tip: if you find yourself getting emotionally involved, imagine you’re asking for a good friend.

• Give them your current salary information if you can avoid it. In most states, it’s against the law for state agencies to ask your current salary and private companies are encouraged to comply.

• Not have a negotiation conversation! It’s important to advocate for yourself. You might not get what you want, but asking is empowering.

Things to negotiate when the company won’t budge on base salary.*

Bonuses.
Signing bonus and annual performance-based bonuses.

Equity.
Do your due diligence on the company. Is the company on the way to IPO or acquisition? The risk: reward may be worth it.

Paid Time Off.
This not only gives you more days off, but if you leave the company, they will pay you out for the unused PTO accrued. Paid holidays and parental leave might also be important to you.

WFH stipend.
Will the company cover your internet costs, computer upgrade, ergonomically compliant desk and chair?

Commuting costs.
Especially if remote positions are available, you might have leverage to ask for parking, gas, transportation fees.

Continuing education/professional development.
Ask if they have a professional development budget. Are they willing to create one for you?

Mentorship/coaching.
Consider asking for mentoring time with senior leadership or professional development coaching.

Relocation costs.
Don’t hesitate to ask for a relocation stipend.

Start date.
Push your start date out and take a few weeks to go on vacation, travel, and relax!

Work schedule.
You may be able to negotiate flexibility or alternate shifts.

The best time to negotiate is before you sign anything! The only way to get this wrong is to NOT have the negotiation conversation. Remember, silence during negotiation is your friend!

H.T. to Austin Belcak