Sealing the Deal

1
Sealing the Deal

• A presentation on Salary Negotiations

2
Two most important principals

• Delay discussing salary for as long
• as possible
• Know what you are worth in the marketplace

3
Wait to Negotiate

• Discuss salary and benefits AFTER the job offer
  has been made
• With the job offer, the employer has let you know
  that you are the top candidate for the position

4
Determine your value to the employer

• Assess the current compensation in the local
  industry
• What can you contribute to the employers
  profitability?

5
Finding Industry Salaries/Wages

• Bureau of Labor Statisticswww.bls.gov
• www.labormarketinfo.com
• www.workforceflorida.org
• www.bls.gov/oco/home.htm
• Check professional associations, trade journals,
  people in the industry

6
More Salary Finders

• Salary.com
• JobStar.com
• SalaryExpert.com

7
What if.

• Employer wants your salary requirement or history
  in a want ad or job posting?
• Ignore the request
• Say it is negotiable
• Say you are earning market value for someone in
  your field. Or you expect to earn market value
  for someone in your field.
• Give a range in which the low-end figure is 10
  above your current salary

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If you dont answer their question.

• You may receive a phone call requesting the info
• Politely ask I know that we dont want to waste
  each others time if were way far apart on
  salary. May I ask you, though, what is the range
  youre considering at this time for the position?

9
What if .

• They wont give you a range and wont schedule an
  interview unless you give a salary range
• Depending on the company culture, training and
  support available, opportunity for advancement,
  insurance and other benefits, my salary
  expectations range from XX to YY (a very broad
  range). Im free on X day and time to talk with
  you about my qualifications. Which time is best
  for you?

10
What If

• The employer brings up salary too soon in the
  interview
• DelayI applied for this position because Im
  very interested in the job and your company, and
  I know that I can make an immediate impact once
  on the job. Id like to table the salary
  discussion until we are both sure that Im the
  right person for the job.

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• Give a nonspecific responseAs long as you pay a
  fair market value and the responsibilities fit my
  skill level, well have no problem. OR I feel
  my salary should be based on the responsibilities
  of the job and standards of the industry.
• Throw it backWhile Im very interested in the
  job and the company, it really depends on the
  offer. What would a person with my background,
  skills, and qualifications typically earn in this
  position with your company?

12
What if ..

• The salary range is acceptable, but its still
  not the official job offer
• I really appreciate your confidence in me. I
  want to bring my talents and skills to work for
  this organization. Those figures you mentioned
  are within my expected starting range, depending
  on the entire salary and benefits package.

13
What if

• Only the top of the range is acceptable
• Thanks so much for asking me to be a part of
  your team. I know my unique mix of skills and
  abilities will be a great benefit to the
  organization. Based upon my research and what
  Ive been discussing with other companies that
  are currently interested, I would have to say
  that only the upper end of that range would be
  acceptable.

14
What if

• The salary range is unacceptable
• Thank you so much for the offer. I want to
  bring my skills and talents to your organization.
  The other companies I am currently speaking
  with, however, are considering me at a salary
  somewhat higher than that range. Of course,
  money is only one element and I will be
  evaluating each overall package.

15
What if.

• The employer just mentions an acceptable offer
• I would encourage you to make the formal offer.
  What is most important is the opportunity to work
  for you and your company. I am confident your
  offer will be competitive.

16
When the official Salary Offer is made

• Ask questions that have not yet been answered.
• What are the promotional opportunities of this
  position? To what position/level?
• How and when will my performance be reviewed?
• Will this include a salary review?
• What kind of salary progression would be expected
  in the first three to five years?

17
Consider the entire package.

• Insurance, medical, dental, vision, life.
  Business travel insurance, disability insurance
• Vacation days/Personal days
• Paid Holidays
• 401(k) plans, pension, profit-sharing
• Tuition reimbursement
• Health clubs
• Dependent Care
• Employee Assistance programs
• Parking, commuting, meal plan reimbursement
• Relocation expenses

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Other Negotiation Points

• Company Car
• Overtime/Comp time
• Title Upgrade
• Training/Education
• Access to Technology
• Travel assignments
• Home office usage
• Flex Schedule

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To Accept or Not to Accept.

• List reasons for accepting
• List reasons for not accepting

20
Other Important Tips

• Be sure and Thank the employer for the job offer
• Never negotiate at the time of the original
  offer. As for time to consider the entire
  compensation package
• Just do it! Most employers are willing to
  negotiate at least one or more elements of a
  compensation package.

21
Still More tips

• Negotiate with the proper attitude and demeanor.
  Never make demands. Always say that youre
  hoping for more instead of expecting more.

22

• Be sure to get the complete salary offer in
  writing! You accept in writing.

23
Things to Remember.

• Remember- The employer is choosing YOU, not your
  price.
• You have the ability to do the work or they
  wouldnt make you the offer

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• Remember the qualities that make you a successful
  candidate the people you know, your organization
  skills, ability to write, present, etc.
• Their hiring decision is 95 based on your
  personality, enthusiasm, and transferable skills.
  Only 5 has to do with your specialized
  knowledge. They cant teach manners and common
  sense, they hire it!

25
Seal the Deal

• Determine your value to the employers bottom
  line.
• Then feel confident in your research and what you
  have to offer.
• Let the employer know what you want.