1. Negotiation for Business
Students
COLLEGE OF BUSINESS ADMINISTRATION
CBA CAREER MANAGEMENT SERVICES

2. Statistics
Basics
Strategies
What to Say When…
Tips
Other Components
Things to Remember
Overview

3. Negotiation Statistics
8 out of 10 employers say they are
willing to negotiate salary with job
applicants, but only 1/3 of applicants
feel comfortable negotiating

4. “A 22 year old who secures a $2,000
increase in annual salary at his or her first
job will, because of the compounding
effects of years of raises to follow, most
likely generate an extra $150,000 in extra
income over a 40-year period.” (Clark,
1999)
Negotiation Statistics

5. By not negotiating a first salary, an
individual stands to lose more than
$500,000 by age 60—and men are more than
four times as likely as women to negotiate a
first salary.
Women who consistently negotiate their
salary increases earn at least $1 million
more during their careers than women who
don’t (Babcock and Laschever).
Negotiation Statistics

6. When do you discuss salary?
Only after you have been offered the
job.
Negotiation Basics

7. Make sure to find salary information for
comparable jobs, before interviewing.
Negotiation Basics

8. Don’t comment right away.
Give them a chance to state whether it
is flexible.
Negotiation Basics

9. ALWAYS…
Ask for a day or so to think it over.
Negotiation Basics

10. Do your Research (before the interview)
Know your Priorities
Build a Rapport and Stay Professional
Negotiation Strategies

11. Find objective criteria
Research pay levels for similar positions
– look at companies of similar size in
same industry
Add extra value (education, training,
special skills)
Do your Research

12. State needs up front – don’t nickel and
dime at the end.
Look for items that will not create
fairness issues with other employees.
Know your Priorities

13. • Consider pay for performance - bonuses or
stock options.
• Frame issues in terms of value to the
company or what you offer them, NOT why
you need it. Ex. They DO NOT care about
your car and house payments!
Know your Priorities

14. Preserve relationship at all times.
DO NOT negotiate until after you have the offer!!!!
DO NOT be too aggressive or give ultimatums.
Be congenial and show interest.
DO NOT ask for the moon!
Build a Rapport and Stay Professional

15. “What salary are you looking for?“
“What salary are you currently making?”
“Congratulations! We are happy to
extend and offer of $xx,xxx to you.”
What to Say When…

16. “What salary are you looking for?”
Strategy: Address the issue without offering
information.
“What salary are you currently making?”
Strategy: Delay the topic!
“Congratulations! We are happy to extend and offer
of %xx,xxx to you.”
Strategy: Get back to them.
What to Say When…

17. Remember to look at the entire package, not just
salary dollars.
If still too low, clarify the job responsibilities and
restate how you can benefit the organization.
If there is no room to move on salary, perhaps they can
offer signing bonus, annual bonus, earlier salary review,
more vacation time, etc.
Beware of asking for too much!
Tips

18.  Base Pay
 Annual Bonus
 Incentive Pay
 Medical/Dental Benefits
 Car/Travel Expenses
 Educational Benefits
 Retirement Programs
 Dependent Day Care & Medical
Reimbursement Accounts
Additional items could include: on site health club,
day care, schools, dry cleaning, concierge, etc.
 Vacation Time
 Other Leave Time
 Flex-Time
 Expense Accounts
 Technology Allowance
 Clothing/Parking
 Life/Disability/Care Insurance
 Stock Options/ Employee Ownership
Other Components

19. Be aware of your interests, needs, career
goals, and alternatives.
It might be better to take a job with a lower
starting salary but higher potential for
advancement or in a growth industry than just
to take a job with the highest pay.
Things to Remember

20. Assume the offer is negotiable.
Know your own market value.
Be honest, if you have more than one offer on
the table…let them know.
Things to Remember

21. Questions…
Dawn Lazar
Assistant Director
Accounting
dawn.lazar@fiu.edu
Sammi Rosin
Assistant Director
Marketing, Mgt, IB, HR, MIS
sammi.rosin@fiu.edu
Elise Rodriguez
Associate Director
MBA/MS
rodriel@fiu.edu
http://businesscareers.fiu.eduhttp://businesscareers.fiu.edu