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Negotiating offer is job seeker's right even in bad times

By Andrea Wolf, Globe Correspondent, 4/20/03

Need advice about managing your career or your workplace? The Job Doc can help. Our specialists can answer your questions on topics ranging from career transitions to management issues. E-mail queries to jobdoc@globe.com, or send letters to Job Doc, c/o the Boston Globe, P.O. Box 2378, MA 02107-2378. Letters may be edited for clarity and length.

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In this job market is it still reasonable to negotiate when an offer is received? What is the risk of losing the opportunity? Do hiring managers expect prospective employees to negotiate their offer?

Yes, in any job market, it is not only acceptable but important to negotiate for what you are worth. By negotiating, you are giving an employer the message that you put a high value on your skill and experience. You are also demonstrating the way you manage a negotiation by being forthright and asking for something that you consider to be fair. Although we can easily question our ability to negotiate in the current buyer's market, we should not hesitate.

When prospective employers have made an offer, they have gone through a selection process and chosen you. Yet, they often do not know what you will accept. You are at an advantage and need to understand that they will not take back the offer just because you want to discuss the salary, for example. Therefore, do not shy away from this issue. The worst that could happen is that they will say no. You can just as easily say no to their offer. Both parties are trying to set up a fair business contract, a win-win situation.

Some additional advice:

• Before the offer, try to find out salary ranges for the position and do your research to know your market value. Also, know what you are looking for in salary and benefits and what you are willing to trade off.
   
• After you get the offer, do not negotiate, but acknowledge the offer by thanking the employer, showing enthusiasm, clarifying the position and responsibilities, requesting additional information, and asking for the offer in writing.
   
• In evaluating the offer, a way of looking at the benefits is to apply a scale of 1 to 5, ranging from low to high:
  1 = don't want
  2 = take it or leave it
  3 = would be nice
  4 = integral to the deal
  5 = must have
   
• To initiate a negotiation discussion, reiterate your excitement about the opportunity and set up a time to discuss the offer with the expectation of a positive outcome.
   
• During the negotiation, start out with the areas of agreement first and then discuss the issue of highest priority, which often is base salary. If they won't budge on salary, be prepared with your second priority such as sign-in bonus, 401(k), or vacation time, for example. After an agreement is reached, ask for a confirmation in writing and establish a start date.

Preparing for teaching career

I am 41 years old with almost 20 years of excise tax experience, working as a state tax auditor and as a tax manager for a large private retail firm. Recently, I've begun to seriously consider leaving my job for a career in teaching. Although I am aware of the huge salary cut I would be facing, at this point in my life I need something more personally fulfilling. What would I be looking at in terms of both the time and the additional education requirements, in order to make the transition and become certified to teach in Massachusetts? Although I have a BS in accounting, I do have other interests that I would consider teaching. In addition, what are the starting salaries for someone with my experience to begin teaching at the middle school level at a private or a public school?

I advise you to more fully explore the profession and evaluate why you are considering teaching. For example, have you had successful experiences in the business world training others in a classroom setting? Have you taught or worked with youth in other arenas like scouting, sports, religious school, etc? If not, I suggest that you do some volunteer work to test your fit to the profession. You can also gather information from middle school teachers or ask to shadow them for a day. Teaching business or math may be rewarding, but working with early adolescents can be challenging.

The most direct route to certification is the provisional route with the following requirements:

• Possess a BA or BS degree from an accredited college or university.
   
• Pass the 2-part Massachusetts Tests for Educator Licensure (MTEL). This is composed of the communication and literacy skills and subject matter exams. Candidates should take the subject matter exam in the subject in which they are seeking licensure. Generally, there is no coursework required, but there are some exceptions particularly for elementary or special education.
   
• Submit appropriate paperwork to the Massachusetts Department of Education.
   

Visit the Massachusetts Department of Education website for specifics at http://www.doe.mass.edu/educators/

Also, note on this website information on the Massachusetts Institute for New Teachers (MINT), a network of accelerated licensure programs for recent college graduates and midcareer professionals who wish to teach in target urban districts.

Annual salaries in Greater Boston for new public school teachers range from the low $30,000s to low $40,000s. The range may be wider for private schools. There is little difference between middle school and high school teacher salaries. Your experience in accounting will have little bearing on a potential starting salary.

Shift premium not required by law

I have worked for a retail company for two years. Recently I was notified that they had no position for me during the day shift but they could put me on the night shift. The catch was I would not be paid any night differential, which I know everyone else on the shift is receiving. I was under the impression that there is a 10 percent standard increase in overnight pay. Is this an actual law or just a common procedure most companies use?

Jeff Hirsch, a labor lawyer for Robinson and Cole gives the following advice:

''There is no federal or state statute requiring employers to pay a shift premium. Employers decide to pay a shift premium or shift differential in order to give employees incentive to work the less desirable shifts (usually 4 p.m. to midnight and midnight to 8 a.m.). All employees working on a particular shift should receive the same shift premium. There are state and federal equal-pay statutes that require men and women to be paid equally for equal jobs. If an employer decided to pay a higher shift premium to more senior employees based upon their years of service, that would be unusual but lawful.''

Shift to desktop publishing career

I'm a woman in my mid-50s trying to transition from administrative assistant work to desktop publishing/editing/writing, or to an administrative position that would require some of those skills. I was laid off over a year ago, and now work part time as an editor/proofreader for a Web-based company. I also am taking a college course in desktop publishing, which covers the basics in the state-of-the-art software programs (Pagemaker, Photoshop, Illustrator, Quark). I'm planning to take more classes in the individual applications, which I have available on my home computer, but I need to get a job. Because of my financial situation, I will probably be working for another 15 years, and would like some ideas on the best way to get into the field for the long run. However, because of my age and the fact that I'm not dying to work in downtown Boston ( I live in southeast Massachusetts), I'm not sure who will hire me other than the local copier store. I will be networking to find freelance work, but right now my skills and portfolio are very basic. Can you offer some direction and some perspective for me? Is any of this possible?

Desktop publishing is a rapidly growing field that includes a number of different kinds of jobs. Nearly all desktop publishers work in printing and publications industries. A small percentage are self-employed. Most jobs are found in firms that handle commercial or corporate printing, and in newspaper companies. Commercial printing firms print a wide range of products such as newspaper inserts, catalogs, pamphlets, advertisements, etc. Another work arena is in the publications department for a business, services firms, government agencies, and hospitals.

Most people qualify by taking classes or completing a certificate program which can take approximately one year. Also, some desktop publishers train on the job. An internship or part-time assignment is another way to gain experience. Students who choose a career in the field can obtain an associate's or bachelor's degree in art, graphic communications or graphic design. Usually those with certificates or degrees find the best job opportunities. All desktop publishers will need to be retrained periodically on new software and equipment. Those with increasing experience can move to higher positions in supervision and management. Some start their own business or work as independent consultants. Those with artistic talent and education may find jobs in graphic design and commercial art.

According to the Occupational Outlook Handbook: ''Employment in Desktop Publishing is expected to grow much faster than average for all occupations through 2010, as more page layout and design work is performed in-house using computers and sophisticated publishing software. Many new jobs are expected to emerge in commercial printing and publishing establishments. However, more companies also are turning to in-house desktop publishing to print their own newsletters and reports.''

Most employers seek experienced desktop publishers. Many prefer graduates of postsecondary programs in the field or graphic design. This training helps in adapting to new software and techniques. Earnings vary between $30,000 to $40,000 a year.

You sound like you are approaching a career change in a thoughtful way. Taking college coursework to gain the skills in desktop publishing is a plus. You may want to get more experience, such as with nonprofit or volunteer organizations, to demonstrate that you have the necessary skills. Are there any opportunities connected to your current part-time position in editing and proofreading? Did the college course offer any leads on how to get into the field? Have you targeted any companies in your area? How does your resume present your technical skills?

If you have good skills and experience in the field, age should not limit you. Your administrative background, and current coursework may be appealing to employers, who prefer to hire people with good communication skills, computer skills, and a strong work ethic. Employers seek people who pay attention to details and like to work independently. Your maturity can also be an advantage as employers seek people who are adaptable, even-tempered, and have the ability to meet deadlines.

Following are some resources that could help you:

• Graphic Communications Council: www.npes.org
• Graphic Technology Foundation: www.gatf.org
• Printing Industries of America: www.gain.org

Andrea Wolf is vice president of career management at Right Management Consultants, a career transition and human resources consulting company.

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