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Salary NegotiationsPresented by Bill Harris

June 26th 2013

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Salary Negotiations

The joy of an offerComfort level in negotiations

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Salary Negotiations

Basics of Negotiating YOU ARE SELLING YOURSELF—SO, BE

PREPARED- Be prepared! Know the company, your goals

and what you can do for them. Know all you can about the salary range for

this and similar positions in the same geographic area

Know all you can about the business/company and what their needs are

Know your accomplishments and what you can do for the company!

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ALL NEGOTIATION IS INTEREST BASED

During the negotiation you need to focus upon both your interests and those of the employer.

What are the interest each party has in the negotiation?

Where do those interests intersect? How can you narrow the distance

between your interests and those of the employer to find a common ground?

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“Salary History Required”

HUMAN

RESOURCES

HUMAN

RESOURCES

“Gimme a figure or get lost.”

Pre-Interview Gate Keepers

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Pre-Interview Gate Keepers

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Pre-Interview Gate Keepers

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“Salary History Required” Don’t submit one unless you have to.

Why do they want one up front? To screen you out To assess your level of ability The decision will be made on dollars, not

ability You will give a history on the job

application, and many time this has to be submitted prior to the interview.

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Before you begin Do your research What Position are you applying for? What Region are you looking in?

The following are on-line sources of this information: Salary.com Payscale.com Glassdoor.com

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Before you beginResearch the position & location

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Before you begin

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Before you begin

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Let’s look at Salary.com

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Edit & Save

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The Phone InterviewBe prepared to address salary

expectations

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The Phone Interview(before the physical interview)

Prepare for Gatekeepers Questions:

• “What were you making in your last job?”

• “What was your starting pay package?”

• “What was your bonus compensation?”

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The Phone Interview (before the physical interview)

The Answers

Avoid (if possible) answering salary questions directly

State: “I will be happy to discuss with you my previous employment compensation but can I first get an idea from you what have you budgeted for this position?”

“As part of the compensation package (budget) what is included?” Bonus, Commissions, Insurance , Expenses…..?

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The Physical Interview

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Avoid giving salary history if you can. “The responsibilities at this job differ

from my past jobs.”

“My salary requirements depend on the details of the complete offer and benefits.”

“A discussion as to future salary will be more useful than any past salary history, and we should defer it until we are both considering an employment relationship.”

At the Interview

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Never be the first to establish the “price.” Respond with: “What is the salary range?” “I am open to a competitive package in

today’s job market.” “It depends on the amount of

responsibility and benefit package.”

If they insist, give them a range--a wide range.

At the Interview

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At the Interview “State your salary needs.”

“Never apologize – it’s a sign of weakness”

Give a REASONABLE range

The low should be slightly above your

minimum

The high should not be excessive

Let them know the final figure is negotiable

and dependent on the total package.

Discuss in a follow-up letter, if you want to

clarify

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In My Research….(Save in Word or a PDF and print)

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In My Research….

“My research tells me that the range should be $……… to $……..”

“Let me share with you Salary.com has a study of <<<insert>>> and $….. is the competitive mid-point.”

“With my 10+ years of experience as a <<<insert>>> and my knowledge of your products/ services - I should be just above mid-range.”

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At the Interview

You want to get to the Happy Place: There should be give & take during the

negotiation Always ask for the order. “If we have

covered everything when would be a good start date.”

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Questions & Comments For a copy of this presentation

please email a request to:Bill Harris

wm1harris@yahoo.com(310) 748-3827

Thank You