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Negotiate Your Way to a Better Job

Imagine: After months of interviews, you’re finally offered your dream job. But before you leap to accept it, take some time to ensure your dream job doesn’t become a nightmare.

First, don’t rush your decision. Consider what’s been offered and sleep on it for a night or two to gain some perspective. Are any desired perks not included? The power is in your hands to sweeten the deal. Now’s the time to ask for what you want.

No matter what the industry, job-search specialists agree on one point: Everything is negotiable. Mike Lareau, a placement consultant with MRA Staffing in Boston, says, “The worst thing a hospital can do is say no.”

If it’s reasonable, it’s negotiable
Negotiation is about compromise, but you’ll need to decide before you enter negotiations if an issue is a “must-have” or a “would-be-nice.” Then you can present a counteroffer with confidence. Don’t be upset if the initial response to your counteroffer is negative; just ask your potential employer to take a few days to consider your request.

Successful negotiating involves an understanding of what is reasonable. Many hospitals have predetermined nursing salaries and don’t want to negotiate on that point. With a little advance preparation, however, you’ll know if their offer is fair. Use the Internet to research standard compensation in the market. If research indicates it’s reasonable to request higher pay, go for it. “If you want more and feel you can get it,” says Lareau, “stick to your guns.” Remember, though, to keep the negotiations pleasant; this may be a future colleague.

Get detailed benefits information from human resources. Medical, dental, and retirement plans often seem set in stone, but hospitals have been known to bend. At some facilities, for instance, medical insurance doesn’t start for 30 to 60 days after you begin working. In that case, it’s reasonable to request that your new employer pay your COBRA insurance until your new policy begins.

Lareau points out that although signing bonuses are becoming commonplace, the amount paid varies greatly. For example, a hospital in Nowheresville, USA, might offer high bonuses to attract top-quality nurses, while a hospital in a healthcare mecca, such as Boston, won’t. But if you’d like a higher signing bonus, it doesn’t hurt to ask for it.

New trends
This country’s well-publicized nursing shortage is bad for the industry, but good for nurses, especially when it comes to employment packages. One current trend is housing subsidies—hospitals may pay a portion (or in some cases, all) of the rent for new nurses for up to a year. If your new company has no such policy, request rent payments for the first month or two. Some hospitals may offer short-term corporate housing until you find your own place.

Relocation compensation also may be available. Although such a perk was previously reserved for nursing unit directors and administrators, it’s now reasonable to ask your new employer to subsidize some of your costs. Hospitals usually have funds set aside for relocation compensation, but if their predetermined amount isn’t enough to cover your costs, ask for more.

Many hospitals offer tuition credits and reimbursements, and often have a standardized policy for continuing education or advanced coursework. If yours doesn’t and it’s important to you, ask for it.

Get it in writing
Get the terms of your new employment in writing. Make sure it’s on hospital letterhead and specifies your position, unit or work area, status (full-time, part-time, permanent, or temporary), hours of work, and starting salary. It also should include all the provisions you’ve just negotiated.

If negotiating makes you uncomfortable, help is available. “A lot of nurses can’t get up the courage to negotiate salaries or ask for certain stuff,” says Lareau. “That’s why they use recruiters.”

Finally, heed the advice of Florida business coach Cary Bayer: “Nurses are trained to take care of others. It’s high time they took care of themselves. The fastest way to do that is to ask for what they want, because [that’s] the best way to get it. Even if their requests are refused, they’ll feel better about themselves for asking, and their prospective employer will appreciate their initiative.”