What Can You Negotiate For?

This information was graciously provided by Ethan Evans of CoManage Corporation, who isn't responsible for anything you do with it (see our disclaimer).

Overview

• This presentation’s goal is to make you aware of all the components a job offer might have
• You cannot negotiate for something you don’t know about
• You also cannot negotiate for something the company does not offer

Salary

• Know what you want in advance
• Know the ranges for your sort of work
• If possible, find out what others at your target company are paid. Network!
• Raises
• Average last year
• Review cycle

Bonuses

• Signing Bonus
• Often easy to get
• A "one time cost" to the company
• Often used as a closer or sweetener
• Performance Bonuses
• Find out the percentage or amount to expect
• Annual Bonuses
• May be every year for sure ("Christmas bonus")
• May be only if the company meets its goals

Stock
(see the reference material from Geek Ed 1: How Stock Options Work for more on this subject)

• Number of shares
• Negotiable. Also, can often trade salary for more stock
• Number in existence (percentage)
• Vesting schedule
• Option price

Relocation

• Cost of moving possessions
• Temporary housing
• Home sales costs
• This is compensation -- taxable -- get it "grossed up" to cover taxes if expenses are not billed directly to the company
• If you do NOT need to be relocated, use this as a lever to get something else

Standard Benefits

• Medical, Dental, Vision, Legal, Life Insurance, Disability
• Quality counts -- good plans
• Cost matters -- family coverage

• Retirement -- 401k? Matching funds?
• Vacation
• Sick days included? Carryover?

Less Common Benefits

• Education
• College class reimbursement
• Seminars and trade shows
• Professional certifications -- MCSE etc.
• Health club memberships
• Daycare

Fringe Benefits

• Culture -- fun place to work?
• Location
• Commute
• Parking
• Food
• Work from home? Flex time?
• Pay for high speed access?
• Does everyone get a laptop?

The Job Itself

• Skills will you learn? Prepare you for the next job?
• Strength of team will you learn from your peers?
• Responsibilities
• Growth Path
• These are part of the offer -- what you do and who you work with can be negotiated!

Parachutes

• What do I get if I am fired? Downsized?
• What if we are acquired?
• What if this office is closed down?

• Not just for the CEO and VP of Sales
• Salary/Severance pay
• Accelerated vesting of Options

Miscellaneous

• Start date
• Travel
• How much
• How well (first class? Per diem?)
• Private office or "cubical farm"

Summary

• Know what you want before you start
• Generally big companies can pay more but have less flexibility in other areas
• They must be "consistent" for legal reasons

Disclaimer: This material is provided free as a service to the high tech community. We don't guarantee that it's current, useful, or even vaguely accurate. For all you know, it could be pure garbage that we generated with a copy of the US tax law and a Markov chaining program. We take no responsibility whatsoever for anything bad that happens to you, ever. Have a nice day.