2. Getting the Offer & Negotiation Welcome to Live Chat 9!

3. Agenda  Employer’s concerns  Negotiations timing and strategies  Scenario  Employer turn offs  Cautions  Comparing offers  Acceptance and follow up  Further info

4.  All late work is due at the end of Unit 8 – Tuesday September 27 th  Final Projects are due October 4 th and accepted with late penalty no later than Saturday October 8 th A word about deadlines

5. A word about your Final Project Due Tuesday, October 4 th UnitProject DocumentComments 3Self-Assessments (SA) 1: What KSAOs Do You Have? 2: What do you value in your job? 3: Interests and Personality Type 4: Abilities PLUS: The Job Search Market SA 1 and 2 were completed in Unit 2. SA 3 and 4 were completed in Unit 3. All four are to be included in your CDP. The Job Search Market identifies the geographical area where you will conduct your job search. 4A: KSAO Gap Analysis B: Short-term Goals This project was contained in one document. 6Resume Cover Letter Reference Sheet Plain text resume The resume, cover letter, and reference sheet are used for all job search activities. The plain text resume is used for on-line applications. 7Interview Questions (Exercise)** Respond to traditional, behavioral, and illegal interview questions. Submit with final project in Unit 9. 8Follow-Up Letter 9Final Project All the project documents are to be corrected, based on instructor feedback, and submitted as one document for your final project. * Additional documents that were developed in this class, but not submitted for grading will be included in your final project.

6. August 11, 2010 Ms. Jane Smith Director of Recruitment & Development ABC Division 19 E. 57th Street New York, NY 10022 Dear Jane, We met yesterday for the Director of Business Planning role in the ABC division. I want to tell you that I remain very motivated about this position. I am eager to capitalize on my strong experience with strategic planning, budgeting, forecasting, analyses, expenditures, commercial finance and team development to succeed in this role. My team management experience and hands-on approach would surely allow me to successfully develop the team of five people. I hope to have the opportunity to continue our discussions. Please let me know if you require any additional information from me. I can be reached directly via phone (212-555-1212) or email (johnsample@sample.com). I look forward to speaking with you again soon. Sincerely, John Sample Sample Follow-Up Letter After An Interview

7. What to do when you don’t get the job… Build An Amicable Rapport Ask Questions: What elements in my background did you find appealing? What skills or experiences would you have liked for me to have had? Can you suggest other positions within your organization for which I qualify? What would you suggest I do to be more successful in future interviews?

8. Job Offer Evaluation Three Step Process 1. List the Basics 2. Consider Your Needs 3. Evaluate the Options

9. Evaluate The Options Compensation General Benefits Health and Dental Insurance Day Care Flextime Retirement Vacations and Holidays Bonus and Profit Sharing Signing Bonuses Relocation Reimbursement Personal and Sick Days Maternity/Family Leave Performance and Salary Review Travel Reimbursement

10. Salary Negotiations  The idea is to approach the issue as if problem solving with both you and the interviewer working for the same objective - fair compensation  Express appreciation and acknowledge the interviewer’s investment of time and effort

11. Employer’s Concern  The employer is mostly concerned about…  a) getting you at a bargain.  b) finding a good match regarding your value and the position at a fair salary.  c) what you need to survive.  d) whether you fit into their budget.

12. Salary Negotiations  Emphasize fairness and trust  Both parties are working towards the same goal – fair compensation  See Salary Negotiation Tips  When, What, How??

13. When Do You Negotiate?  Getting the job offer before you discuss salary gives you more leverage  Tips for what to do if an employer asks about salary before offering you the job  If an offer is not meeting expectations  Below what you are worth  Below industry standards

14. How to Keep Negotiations Going  Ask questions…  “What do you think?”  “How can we make this work?”  “What is the salary range for this position?”  Don’t ask…  “Why can’t you pay me more?”  “I need more to live on…”  Use silence

15. Employer’s Concern  “How can you be valuable to me?”  Ways to demonstrate value and worth -  Strengths, accomplishments, results in... academic coursework and projects, jobs, internships, student organization experience, volunteer experience, activities

16. Negotiation Document all agreements by following up with and email or written document. Points of Negotiation Salary Review Date Vacation Time Benefits Probationary period waived

17. What to Negotiate  Most negotiable  Paid time off  Relocation  Flex time  Additional training/ schooling  Other negotiable items

18. Added Value Items  Special skills and training  up to 5% increase  Related experience  Internships, co-ops, jobs  1-3% increase  Hot Jobs  up to 5% increase  Company Reputation  1-2% increase  All dependent on company needs and labor market conditions

19. Comparing Offers  Financial - salary, bonus, stocks, relocation expense, retirement plans  Benefits - medical, dental, other insurance  Challenging projects  Growth - training and development  Other - conference attendance, vacation and other leaves, flexible hours, on-site amenities

20. Discussing Salary  The best time to discuss salary is…  a) before the job is offered so they see the bargain you are.  b) after the job is offered.  c) at the end of the first interview.  d) best not to discuss and just take what is offered.

21. Salary Research Salaries in your field Consider your Experience Don’t Talk About How Much Your Bills Are Talk About The Salary You Deserve Be Flexible Check Out: www.salary.com

22. Researching Salaries  Research resources  NACE Salary Survey  Books and Guides

23. When to Accept?  The best time to accept a job offer is…  a) as soon as you get one.  b) during the second interview.  c) after you get all your offers.  d) after you have had time to think about it.  e) within one week of receiving it.

24. Scenario  Tom has been interviewing with several companies and has received a job offer from a smaller local firm that would allow him to work on a variety of projects, develop new skills and continue taking courses at the XYZ. The company has given him one week to review their offer. During that week Tom interviewed with another large well-known out of state firm that would look good on his resume. At the end of the week he had not heard from the large company, so he accepted the job offer from the small local firm. A half hour later he received a call from the large company offering him a job at $8,000 more annually plus a signing bonus. What are his options?

25. Got the Offer?  Once you have accepted an offer…  a) you can ignore it if a better job comes along.  b) you keep looking for other jobs to get the employer to raise their salary.  c) you stop your job search.  d) you jump up and down and say “Yes!”

26. Second Thoughts?  If you accept an offer and back out…  a) the recruiter will forgive and forget.  b) you can reapply later and it won’t matter.  c) the recruiter will remember you and think less of your integrity.  d) you will likely never be able to work for that company.  e) your reputation in the industry will be diminished.

27. Employer Turn-Offs  Comparing their offer with other company offers to other students  Especially if only small differences: ($1,000-$2,000)  Applicants who are focused only on money and try to negotiate every item  Negotiating performance review dates different from company policy

28. Cautions and Caveats  You might be happy with first offer  Asking “Is it negotiable?” if not sure  Be aware of monetary and cultural cues  Use caution with email salary negotiations  Think before you speak  How you negotiate sets the tone for how you enter the organization

29. Acceptance & Follow-up  Get job offer and salary in writing  Acceptance/Withdrawal letters  Acceptance remorse  attitude - no regrets  best decision at time based on information you have  consider your own integrity and ethics