Getting an Offer Right

From the Wall Street Journal \ Aug 22, 2010 | By JONNELLE MARTE

You've got the letter with the job offer in your hands. But what if what's on paper doesn't match what you were initially promised?

Whether it's a discrepancy in salary, bonuses or responsibilities, some job seekers are finding that their offer letters don't line up with the verbal offers they got in person or over the phone.

Sometimes, the confusion is due to a clerical error or a miscommunication between managers, and in rare cases employers might be misleading job seekers, says Jay Meschke, president of EFL Associates, the business-recruiting unit of CBIZ, a Cleveland-based professional-services firm.

Should you swallow hard and accept the offer, make a stink or turn the offer down? Here are some factors to consider and questions to ask before making a decision.

Ask for an Explanation

The first thing to do is to contact the person who sent the letter. Reiterate that you are excited about the opportunity but would like to clarify a few details about the offer, says Steven Lurie, author of "Handbook for Early Career Success." Then detail what you understood the offer to be and politely ask the manager to explain the differences.

Sometimes, a discrepancy is the result of a disagreement between two managers on what a job candidate should be paid. Discuss this with the person who gave you the final offer and mention that "you were led to believe" the salary, responsibilities or perks would be different, and that you would like the conditions to be clarified before you make a decision, says Susan Kennedy, founder of Career Treking, a job coaching firm based in Boston. If that person is unable to provide clarity, reach out to the person who initially gave you the offer.

If both managers fail to give you a clear explanation, you may want to think twice before saying yes to the offer, says Mr. Lurie. "When you feel deceived...and there's no willingness to change it, that's not a good sign."

What's more, tension or animosity between the managers may be a sign that "down the road that lack of communication could hinder your performance," says Ms. Kennedy.

Suggest a Compromise

When salary is the issue, ask the manager if he or she would consider evaluating your performance in six months or so and if you could be considered for a raise at that time, she says.

A common point of dispute is the explanation of how bonuses are calculated and awarded, says Ms. Kennedy. If the formula or process given in the letter doesn't match what was previously described, ask the employer to outline the conditions you'll need to meet in order to earn the full bonus, she says.

The letter should specify if the bonus depends on the performance of the employee or the company and if the bonus is calculated as a percentage of a worker's base salary.

If the letter lists fewer responsibilities or more administrative work than you expected, ask the manager to elaborate on the job description, Ms. Kennedy says. Let the manager know upfront that in addition to the duties stated in the letter you also would like to tackle more challenging tasks -- maybe filling in for people while they are out or pitching in during a busy time. Be sure to emphasize how doing so won't impact the duties that are expected of you. The initiative may even impress your would-be boss.

Write to Jonnelle Marte at jonnelle.marte@wsj.com