This is a presentation recently prepared for OPEN - Experience Unlimited employment program sponsored by the State of California, Employment Development Department. It covers several ways in dealing with past salary histories and future expectations both in pre-screening interviews as well as direct discussions on this subject
3. 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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4. 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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8. 8
―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.
9. 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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20. The Phone Interview
(before the physical interview)
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Prepare for Gatekeepers Questions:
•―What were you making in your last job?‖
•―What was your starting pay package?‖
•―What was your bonus compensation?‖
21. 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 21
23. 23
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
24. 24
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
25. 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….
―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.‖
28. 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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29. Questions & Comments
For a copy of this presentation please
email a request to:
Bill Harris
wm1harris@yahoo.com
(310) 748-3827
Thank You
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