SALARY EVALUATION &
NEGOTIATION
THE SALARY QUESTION
IT DEPENDS
THE APPLICATION
EMPLOYER MAY USE A SALARY QUESTION ON AN APPLICATION:
SALARY REQUIREMENT- HOW MUCH YOU EXPECT TO GET PAID
SALARY HISTORY- HOW MUCH YOU WERE PAID IN THE PAST
RESPONSES:
PROVIDE A WIDE SALARY RANGE
STATE “FLEXIBLE BASED ON DUTIES”
PROVIDE YOUR REQUIREMENT
STATE “PREFER TO DISCUSS IN INTERVIEW”
STATE “COMPETITIVE OR FAIR COMPENSATION”
GIVE SALARY HISTORY INSTEAD
IN THE INTERVIEW
IF ASKED ABOUT YOUR DESIRED SALARY DURING AN INTERVIEW, YOU SHOULD EXPRESS:
YOUR INTEREST IN THE OPPORTUNITY
YOUR UNDERSTANDING TO BE PAID IN LINE WITH MARKET CONDITIONS BASED ON YOUR
EXPERIENCE (NICELY )
YOUR WILLINGNESS TO DISCUSS SALARY IN MORE DETAIL ONCE YOU AND THE COMPANY
DECIDE YOU’RE THE RIGHT PERSON FOR THE POSITION (AGAIN NICELY)
IF PRESSED FOR A RESPONSE, PROVIDE A SALARY RANGE BASED ON YOUR RESEARCH
DON’T NEGOTIATE UNTIL AN OFFER IS MADE
LET THE EMPLOYER BRING UP SALARY FIRST
ONCE YOU HAVE HAD THE OPPORTUNITY TO
DEMONSTRATE YOUR QUALIFICATIONS AND THEIR
NEEDS YOU ARE IN A BETTER SITUATION TO DISCUSS
YOUR SALARY
THIS IS YOUR BEST CHANCE
YOUR BEST OPPORTUNITY TO NEGOTIATE IS BEFORE YOU ACCEPT
IF YOU DO NOT NEGOTIATE, YOU MAY MISS OUT ON MONEY ON THE TABLE, SO YOU LOSE
OUT ON COMPOUNDING WITH FUTURE RAISES
EMPLOYER EXPECTATIONS
MOST EMPLOYERS EXPECT SOME LEVEL OF NEGOTIATION
SOME EMPLOYERS HAVE A SET AMOUNT- EVERYONE GETS REGARDLESS OF DIFFERENTIATORS
SOME EMPLOYERS HAVE A RANGE MATRIX BASED ON QUALIFICATIONS AND SCORES
MOST EMPLOYERS ARE ETHICAL WITH JOB OFFERS- AFTER ALL IT SETS THE TONE FOR THE
RELATIONSHIP AND THEY KNOW PEOPLE TALK
THE JOB OFFER – FIRST RESPONSE
ONCE YOU HAVE THE JOB OFFER, YOU SHOULD DO THIS:
THANK THE INTERVIEWER FOR THE OFFER
EXPRESS YOUR INTEREST IN THE COMPANY AND THE POSITION
ASK CLARIFYING QUESTIONS ABOUT THE POSITION IF YOU HAVE ANY
ASK FOR TIME TO EVALUATE THE OFFER
COMPANIES SHOULD NOT PRESS YOU FOR AN IMMEDIATE RESPONSE, BUT THEY ALSO
NEED TO KNOW IF YOU ARE ACCEPTING IT, SO THEY CAN MOVE TO OTHER QUALIFIED
CANDIDATES BEFORE THE OTHER CANDIDATES GET OTHER JOBS!
Juggling Job Offers
CAREFULLY CONSIDER THE JOB FROM
FOUR PERSPECTIVES
YOU,
THE POSITION,
THE ORGANIZATION,
AND THE INDUSTRY
DO YOU REALLY WANT THE JOB?
THERE ARE SEVERAL FACTORS TO
CONSIDER BESIDES SALARY
FIT WITH YOUR NEEDS AND DESIRES (YOU MAY NOW HAVE FREE TIME)
POSITION RESPONSIBILITIES & GROWTH
COMPANY
LOCATION
INDUSTRY
KNOW YOUR SKILLS -WHAT MAKES YOU SO SPECIAL
AND DO YOU WANT THE JOB?
RELEVANT WORK EXPERIENCE INCLUDING INTERNSHIPS AND SUMMER JOBS
TECHNICAL EXPERTISE THAT IS HIGHLY SOUGHT-AFTER
CAREER PATH
CREDENTIALS / GRADUATE DEGREE IN AN AREA OF EXPERTISE
PROFESSIONAL QUALITIES
**WITH CAUTION, ETHICS AND BUSINESS ACUMEN: IF YOU HAVE AN OFFER THAT PROVIDES A HIGHER SALARY/TOTAL COMPENSATION,
YOU MIGHT BE ABLE TO USE IT. IF IT SEEMS YOU ARE HOLDING A COMPANY HOSTAGE BECAUSE OF ANOTHER OFFER, IT MAY BACKFIRE ON
YOU. THEY DON’T WANT TO BE YOUR #2 COMPANY.
UNDERSTAND THE POSITION
REQUIREMENTS
REQUIRED QUALIFICATIONS
DESIRED QUALIFICATIONS
BONUS QUALIFICATIONS
THINGS YOU HAVE THAT THEY DON’T CARE ABOUT
COMPANY AND INDUSTRY CLIMATE
HOW URGENT IS THE NEED TO FILL THE POSITION?
WHAT IS THE EMPLOYER’S INTERNAL FLEXIBILITY TO ADJUST SALARY LEVELS?
WHAT IS THE GOING RATE GEOGRAPHICALLY AND COST OF LIVING?
HOW MUCH ARE RECENT GRADUATES EARNING?
HOW MUCH ARE SIMILAR GEOGRAPHIC POSTINGS AT COMPETITORS EARNING?
WHAT IS THE STATE OF THE ECONOMY AND THE INDUSTRY?
WHAT IS THE CURRENT EMPLOYMENT PICTURE AND THE UNEMPLOYMENT RATE?
WHAT IS THE CURRENT DEMAND IN THE JOB MARKET FOR YOUR EXPERTISE?
GET A BASELINE- WHAT IS A FAIR SALARY
• NACE CALCULATOR
• SALARY.COM
• BUREAU OF LABOR STATISTICS/USDOL
• GLASSDOOR FOR STUDENTS
• HOME FAIR
• COST OF LIVING CALCULATOR
• THE COMPANY’S WEBSITE AND SPECIFIC JOB POSTING
CAUTIONS:
HOW “ENTRY-LEVEL” IS DEFINED
SELF-REPORTED INFLATION
DOES THE TOOL MAKE COST OF LIVING ADJUSTMENTS- LESS EXPENSIVE TO LIVE IN WICHITA THAN SAN DIEGO
TOTAL COMPENSATION
VACATION, SICK, HOLIDAYS, PAID CLOSURES
RETIREMENT PLANS AND MATCHING
MEDICAL, DENTAL, VISION COVERAGE AND % COSTS
EMPLOYER STOCK PURCHASE PLAN
TUITION REIMBURSEMENT
WELLNESS PROGRAMS
STOCK OPTIONS
LIFE LONG LEARNING OPPORTUNITIES
FLEXIBLE WORK HOURS
COMPANY LAPTOP/CELL PHONE
VOLUNTEERISM
EARLY PERFORMANCE EVALUATIONS
ONE TIME- RELOCATION AND SIGNING BONUSES* READ THE FINE PRINT
TRAVEL
TELECOMMUTE
DRESS CODE
MENTORSHIP
QUESTIONS TO ASK
AFTER JOB OFFER AND REAFFIRMING INTEREST
WHAT IS THE HIRING SALARY RANGE FOR THE POSITION?
WHAT IS THE FULL SALARY RANGE FOR THE POSITION AS I GAIN EXPERIENCE?
HOW WAS MY OFFER DERIVED?
WERE MY <INSERT COOL RELEVANT SPECIFIC SKILLS / EXPERIENCE> CONSIDERED? *BE READY TO SHOW RELEVANCY
IS THERE ROOM TO NEGOTIATE SALARY?
CAN YOU TELL ME MORE ABOUT THE TOTAL COMPENSATION PACKAGE?
IF SALARY CANNOT BE NEGOTIATED, CAN MORE VACATION TIME, RELOCATION ASSISTANCE AND A SIGNING BONUS BE
CONSIDERED?
CAN AN EARLIER REVIEW BE DONE WITH OPPORTUNITY FOR SALARY INCREASE
THE COUNTER OFFER / COUNTER PROPOSAL
HAVE THE CONVERSATION—OR THE FIRST OF TWO CONVERSATIONS
SOMETIMES THE PERSON YOU ARE SPEAKING TO IS NOT THE FINAL AUTHORITY
DO IT ON THE PHONE, BUT WRITE OUT WHAT YOU ARE GOING TO SAY SO YOU DON’T GET
NERVOUS
ASK FOR CLARIFYING DOCUMENTS IF NEEDED, LIKE HEALTH CARE COSTS/COVERAGE PER PLANS
IT IS UP TO YOU TO DEMONSTRATE WHY YOU ARE A VALUE TO THE COMPANY AND WORTH THE
ADDED INVESTMENT
REMEMBER
THROUGH THE PROCESS ETHICALLY SELL YOUR SKILLS AND EXPERIENCES BY CONNECTING
SPECIFICALLY HOW IT IS VALUABLE TO THE COMPANY
NEVER MAKE DEMANDS UNLESS YOU ARE WILLING TO WALKAWAY- KEEP THE TONE
CONVERSATIONAL, NOT ADVERSARIAL
AVOID MULTIPLE COUNTER-OFFERS: AFTER YOU HAVE NEGOTIATED ACCEPT IT OR DECLINE ITREMEMBER OFFERS CAN STILL BE RESCINDED
IF YOU DO NOT PLAN TO ACCEPT THE OFFER AT ALL, DO NOT BEGIN THE PROCESS IT IS A
WASTE OF YOUR TIME AND THE COMPANY’S TIME
AVOID
• SETTLING / NOT NEGOTIATING
• FOCUSING ON GREED
• WEAK RESEARCH OR NEGOTIATION PREP
• MAKING A SALARY PITCH TOO EARLY
• ACCEPTING A JOB TOO EARLY
• DECLINING A JOB TOO QUICKLY
• ASKING FOR TOO MANY CHANGES TO THE COUNTEROFFER
• BEING TOO PUSHY
• NOT ASKING FOR THE FINAL OFFER IN WRITING
SHALL WE PRACTICE?
ACCEPT, DECLINE, NEED MORE TIME, &… RENEGE
RESOURCES
EVALUATING JOB OFFERS
HTTPS://EOSS.ASU.EDU/SITES/DEFAULT/FILES/EVALUATING%20JOB%20OFFERS_0.PDF
YOUR CAREER CENTER WEBSITE
VIDEOS SUCH AS CAREERSPOTS