Ask Ted: Framing the Interview
I often hear from creatives when they are at a negotiation impasse, like Cora. Her dilemma is common. Whether you are just starting, like Cora, or an experienced designer making a transition, don’t fall into the trap of negotiating by email.
From: Cora
To: Ted
Subject: Internship Offer Advice
Hi Ted,
I recently interviewed for an internship at a small design studio that works with large brands. I heard about the opportunity through a recently graduated friend and emailed the owner directly about the position.
The interview was very informal. He was impressed with my work and said so several times. The whole thing took less than 30 minutes, and at the end he offered me the internship, telling me I would be their third intern and that we would discuss specifics by email. I asked a few follow-up questions about hours and salary. He said we would discuss salary over email as we were in the studio where all the employees could hear us.
I received an email today inquiring about my schedule. He seems to be in a hurry to get me started. Tacked on at the end was the statement: “I have been paying interns $10 an hour, if that works for you.”
I know from my summer internship, as well as friends and colleagues that are currently interns, that pay tends to be around $20/hour. I really wouldn’t want to work for less. I make more as a barista.
I would appreciate your thoughts as I feel anxious about negotiating. And, I know email is not the medium to do it. You made that very clear.
Thank you and look forward to hearing from you,
Cora
From: Ted
To: Cora
Subject: re: Internship Offer Advice
Hi Cora,
We want to get the discussion to center around your skills and why he wants you. We want to move from the issue of pay to what skills he needs from you. We want to broaden the scope of the discussion beyond the $10 discrepancy between the $20 you want.
Get him on the phone.
First you need to get him past the notion of negotiating salary through email. So, on the phone you could say something like:
“Our advisors have told us not to talk about employment opportunities over email.”
Private Meetings Need Private Spaces
Next, you need to move the discussion into a private space where you can talk openly. Open offices are great for small teams working together, but not at all good for difficult conversations. Things like critical feedback, salaries or other personal issues require privacy. Ask him:
“Do you have a conference room or other place where we can talk privately?”
Give him a reason like this one:
“I’d like to get some specific feedback on my work and I’ll feel more comfortable talking in private rather than in an open office.”
Even a coffee shop is better than an open office if a private area is not available.
“I noticed that there are both a Starbucks and a Tully’s nearby. Which do you think would be the best place to meet?”
In the Meeting
Once you’re in the meeting with him, praise his work with specifics that you genuinely believe:
“You liked my portfolio, and you did offer me an internship — thank you very much. I’m thrilled! You’re doing some great work and I value your opinion highly. In fact the brand illustrations you did for Surmount Online really stand beyond the usual climbing imagery. Very nicely done and a great way to build their visual vocabulary.”
“It would help tremendously if you could tell me specifically what it is about my work that you liked and why? And I’d like to understand where you think I can improve.”
We want him to be as much “on the record” about your work as possible. This is a technique to get him focused on your skills and how you will help him. This should also help reduce your anxiety by turning the conversation to your work and away from salary – separating your work from you personally.
And you can go on with:
- “What aspects of my work will be most helpful?”
- “What kinds of assignments do interns work on?”
- “What should I expect?”
- “How should I prepare?”
- “You mentioned past interns, I think you said you’d had two. What did you learn that would be helpful going forward?”
Now bring up the rate of pay.
“There are sixty of us graduating this term and many are being interviewed for paid internships. I did an informal poll and found that $25 seems to be the going rate.
“I have invested five years towards my degree and have been awarded special acknowledgement for my brand design skills three times. In my work as a barista I’ve learned to deal with difficult people and issues. In fact, my barista salary was higher than these internships. With my training and experience, I should receive $30 an hour and you should be able to bill me out at over $80 an hour, leaving a nice margin.”
“I want to take the position. You have experience that is exactly in line with what I want to do, so I’m willing to be flexible.”
Now, be quiet and wait to see what he says.
By framing the conversation for mutual advantage you’ve demonstrated your confidence, poise and maturity. You’ve shown him the kind of honest, direct behavior that pays off in trust. Someone who is trusted is quickly included on the team.
He appears to want to move quickly. That’s good for you. If so, he’ll respond to your request immediately.
Good luck and enjoy the process. No matter what happens, the experience will be a huge lesson.
Let me know how it goes. Thanks for asking for my help,
Ted
This post originally appeared at Branding Magazine.
