Negotiation can begin once you receive a formal offer in writing. Together you and the employer decide upon the resources you will exchange. Your objective in negotiating is to satisfy your interests, but it is very important that both parties come away from the negotiation process pleased with the value they get in return. Experts estimate that only about 25 percent of new hires negotiate, and women are statistically less likely to do so than men—a factor that plays a role in earnings discrepancies between the sexes. Most employers accept negotiating—when handled professionally—as an appropriate part of the hiring process. It is not uncommon for employers initially to offer less than they are willing to pay because they expect the chosen candidate to negotiate for more.
With a formal job offer in hand, you become the “buyer” and the employer becomes the “seller” as dynamics shift somewhat. The department has decided that it wants you to join its team. With minds made up on the hiring side, you have a certain degree of power between the moment the offer is extended and the moment you accept the job. If your terms are reasonable, many departments would much rather work with them than move to their second or third choices or—worse still—reopen the search. Determine what is important to you, and do not be afraid to ask.