1. 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

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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