SECTIONS 5.1-5.3 Objectives: Evaluate job offers Negotiate terms of employment Effectively communicate decisions to employers TAP Manual Page 137 5.1-1 Evaluate Job Offers

Understanding Salary Ranges Job Salary Range $40K - $60K Midpoint or Market Value $50K Beginner Range $40K - $45K Experienced Range $45K - $50K Highly Qualified Range $50K - $60K 5.2-1 Note: Probable actual maximum: $57.5K Negotiate Job Offers

Before You Negotiate $45K $36K $34K Delightful What would absolutely delight you? $45K Offer What is the industry standard? Industry Standard $36K What do you absolutely need? $34K Need TAP Manual Page 142 5.2-2 Negotiate Job Offers

Know employer’s salary range Negotiation Tips Know employer’s salary range Know the industry standard Communicate your worth, not needs 5.2-3 Negotiate Job Offers

Negotiation Tips (Cont.) Present accomplishments in a manner that will clearly show how their company will benefit. ALWAYS show added value! Compare your skills to their requirements Remember salary does not include benefits 5.2-4 Negotiate Job Offers

When to Negotiate Salary Best Time to Negotiate Too Late Offer accepted! Offer Extended You’re our candidate! You’re in the running! Your Bargaining Position You might be a fit Too Early Who are you? 5.2-5 Negotiate Job Offers FO&D

Defer the Salary Question “If you don’t mind, I’d prefer to give you a specific answer after I know more about the position.” “I have completed extensive industry salary research and was wondering what the salary range is in your company for a person with my qualifications?” 5.2-6 Negotiate Job Offers

Defer the Salary Question “Before we discuss salary, I would like to make sure that this is the best fit for both of us.” 5.2-7 Negotiate Job Offers

Defer the Salary Question Do your research and be prepared! (You may at least have to give a salary range) 5.2-8 Negotiate Job Offers

Total Compensation Package Indirect Direct BASE PAY BENEFITS AND PERKS Exempt Non-exempt Sales All Employees Paid Vacations / Holidays / Sick Health, Life and Disability Discounted Stock Purchases Education Assistance Employee Assistance Program Elder Care / Child Care Funds 401(k) VARIABLE PAY Bonus Commission Spotlight Awards / Stock Options 5.2-9 Negotiate Job Offers FO&D

Negotiations Internal Equity How much others in the company are making above and below your position External Equity How much the position pays among others in the industry for that geographic area Personal Equity How much you need to make it fit within your budget and needs 5.2-10 Negotiate Job Offers

Before you Respond, Check Out: Who will you be working for and at what level in the organization? Who would you be working with and how many people would you be supervising? Is performance or seniority most important for compensation increases and promotions? Does this job involve extensive travel? 5.2-11 Negotiate Job Offers

Don’t accept a job offer until... Remember… Don’t accept a job offer until... You’ve gotten to know them You know what the job entails You’ve decided you want to work there They’ve seen you at your best They can see how you match They’ve said “We want you” 5.2-12 Negotiate Job Offers