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Transcript of Salary Negotiation
2. Make your case.
Arrange a meeting
Practice your pitch aloud (3-5 minutes)
Be quiet. Don't talk over the ask.
1. Do your research.
2. Determine Target Salary.
3. Determine Target Benefits.
1. Be positive.
2. Be flexible - listen carefully to determine what he/she wants/needs.
3. Be objective.
wageproject.org (equal pay)
Choose the right job title to determine salary range.
Keep track of the salary ranges and the tools used.
Resources & Research
Question to ask self:
"What am I worth doing this job?"
Benefits: always ask for training, conferences, travel. Flexible work schedule?
Get it in writing.
Practice, practice, practice.
Preparing for the Conversation
Use a non-adversarial, collaborative tone.
Express your interest in, and enthusiasm for, the position and the organization.
Keep the conversation going -- make this a win-win.
Suggested phrases: "Here are the facts/data" & "Show me how you think about this" but avoid getting into a conversation of specific salaries at competing organizations.
Negotiate the base salary first, then save the more difficult issues for last (benefits).
Share the most compelling stories of your contributions, and always continue to sell yourself.
During the Conversation
Be patient, quiet and methodical.
Leverage specific skills.
Stay in your own voice.
*Elements of the presentation have been adapted from the AAUW Salary Negotiation workshop.
41% of people didn't negotiate; 67% of employees regret this.
Common Negotiation Scenarios: Interviewer says...
Provide your desired salary
." Possible responses...
- You have much more information on this job than I do. You are much more familiar with the level of responsibilities/duties required of this job and you are much more familiar with the company. What kind of range did you have in mind?
- What did the company have budgeted for this position?
We don't negotiate.
" Possible responses...
- Perhaps you are unable to negotiate on base pay, can we discuss benefits? (Make sure you have specific items prepared)
- How often are employees evaluated and considered for pay raises?
This is the competitive salary we can offer.
" Possible responses...
- I was hoping to be in the upper range of $xx – is that something you can do?
- Based on my research…
- Make the “I am worth” argument. Typically, this job pays $xx; however, the skills I bring include ____, which means additional contribution/growth for the company.