Negotiating terms of employment
Congrats on your job offer! Now comes an important question: Are you going to accept it as it is, or do you want to negotiate the terms? Don’t worry—it’s normal to feel unsure about where to start. Here’s a quick guide to help you navigate salary and employment conditions.
Collective labour agreement
In the Netherlands, many employers follow a collective labour agreement (CAO), which outlines standardized employment conditions and salary ranges for various roles. Smaller companies often do not follow a CAO. You can usually find details about your company’s CAO on their website. Keep in mind that a CAO might limit the possibilities for negotiating salary and employment terms.
Salary
Salary benchmarks
Knowing whether the salary in your job offer aligns with industry standards is crucial. The best ways to know are:
- Checking out the salary indications for WUR graduates (download). Look for the term "inkomen totaal" to find average gross monthly salaries. Keep in mind these are general indicators and may vary.
- Checking out Glassdoor, where the salary ranges are often disclosed for various companies.
Gross and net salary
It's important to understand the difference between gross and net salary in the Netherlands. Typically, salary negotiations focus on your gross salary (income before Dutch taxes). Always ensure that both you and your employer are referring to the same type of salary during discussions.
Secondary employment conditions
When deciding whether to accept a job offer, salary is often the first thing that comes to mind. However, many other factors, known as secondary employment conditions, are equally important to consider. Depending on what matters most to you, these can play a key role in your negotiations. For example, you might accept a lower salary if the additional benefits are excellent—or vice versa.
These perks can make a big difference:
- Holiday pay*
- Vacation hours per year
- Coverage of travel expenses
- Pension savings
- Healthcare discounts through collective agreements
- Budget for personal development
- Bonuses e.g. end-of-year bonus or performance-based extras
- Options to work remotely
- Flexible terms e.g. for the purchase of extra vacation hours, a bike with tax benefits, etc.
- Company vehicle or public transport card
*In the Netherlands, you are entitled to a holiday pay, which is at least 8% of your gross annual salary from the previous year. This is legally referred to as a holiday allowance and is often paid out in May.
Contract terms & workweek hours
Before you accept the offer, also check aspects such as the length of your contract, and the workweek hours.
- Length of contract: In the Netherlands, first contracts are often for one year, with a one-month probation period. After that, contracts can be extended twice within a three-year period before becoming permanent.
- Workweek hours: Full-time ranges from 36–40 hours, depending on the CAO. Flexible arrangements like saving extra hours for more vacation time are also common.
How to negotiate
Preparation
- When receiving a job offer, take your time. Don’t feel rushed into accepting the first offer.
- Research salary standards for similar roles and industries. It is advised to know your salary expectations even before you get an offer (in case you would be asked during the first interview).
- Focus on your priorities: Is salary most important, or do other perks matter more?
The negotiations
If you think the offer is too low and your skills deserve better, here’s how to approach it:
- Be respectful but assertive: Negotiating salary and employment conditions is about keeping a balance between healthy confidence and arrogance – especially in the Netherlands where “being too much” is frowned upon. At the same time, however, you do not want to undersell yourself and be overly modest. That’s why it is important to have a list of your specific achievements and let them speak for you.
- Know your value: Define your accomplishments, achievements, relevant experiences, or certifications to justify why you deserve a higher salary.
- Anchor it high: Propose a salary at the higher end of the range. You can always go down, but you won’t be able to go up.
- Motivate with your research: Say that you have read from different sources that the average salary is higher.
- Self-confidence: Show confidence by sitting up straight, making eye contact and answering calm and positive. Avoid filler words such as “maybe”, “sorry”, “just”.
- Aim for a win-win outcome: When stating your salary level and negotiating it, back it up with the benefits that the organisation will get when they hire you.
- Practice your pitch with a partner or a friend on beforehand.
- Stay flexible: If they don’t budge, consider the whole package before deciding—salary is just one part of the offer.
- Stay realistic: If the gap is too big, you might not want to work there or lower your salary wishes.