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Don’t stop at base salary when asking about position
By Elaine Varelas
Globe Correspondent

Q: I’ve received an offer for a job I want. I tried negotiating for a higher salary, as I bring years of unique experience to the role, but I was told it was nonnegotiable. I then asked about a sign-on bonus or accelerated compensation review — both were denied. I’m a little turned off by this inflexibility, but I also really want the job. Do I look like a pushover if I accept after getting nothing I asked for?

A: Good for you for trying to negotiate compensation, as long as it was based on the realities of the market and your expertise. The essence of negotiating is that sometimes you get what you want, and sometimes you don’t. It sounds like this company has a stringent compensation structure, and it’s determined the value of each job to the organization, regardless of who is in the role. You can be turned off and frustrated by the inflexibility, but if you want the job, and the compensation is in an acceptable range, don’t worry about looking like a pushover. Focus on letting them know how interested in and excited about the role you are. Most likely, the organization isn’t going to pay attention to your attempts to negotiate.

But base salary isn’t the only thing to think about. What will the annual review process look like? What’s the average raise for a high-performing employee? Are yearly bonuses part of the pay package?

I encourage you to get more information about the company’s compensation structure and pattern. If you see continued inflexibility about everything related to compensation, that may affect your decision to take the job. This company could have a one-year turnover for everybody in the role because they don’t give raises. This is the kind of thing you should probe for, and Glassdoor would be a great resource for that information — current and former employees will likely have posted their experiences.

Another aspect of this is whether the company already is on the high end of comparable compensation for this role. What does the full long-term comp look like? Maybe it pays the most already or has the best benefits, and that’s why it won’t budge on starting comp.

Companies make specific decisions about where to rank their starting comp. Some absolutely don’t want to be the highest payer — they don’t want people coming to them just for the money, they want employees who are seeking an opportunity for advancement and development, or maybe because they have the best technology.

It’s worth noting that you haven’t said that you’re actually unhappy with the compensation being offered. You don’t need to negotiate just to negotiate. If you like the job and think the pay, benefits, and vacation time are good, then don’t feel like you have to show your power by negotiating. Ultimately, you need to ask yourself, “Can I work here?’’ Gather as much information as you can and decide, but don’t waste time worrying about unnecessary negotiations. Looking like a pushover should be the least of your worries.

Elaine Varelas is managing partner at Keystone Partners, a career management firm in Boston, and serves on the board of Career Partners International.