Negotiating a Job Offer

1
Negotiating a Job Offer
2
The Basics

• This is not about salary!
• This is about VALUE
• Value comes from the overall package
• That means trade-offs
• Dont decide until you negotiate
• Dont negotiate until you have the job

3
Some Job Negotiation Statistics

• gt 50 of people accept job offers without
  negotiating
• 100 of employers surveyed say its acceptable to
  negotiation
• 90 of employers say the initial offer is lower
  than they expect to pay

4
Why Negotiate?

• People who negotiate receive higher salaries
• Men 4.3 higher
• Women 2.7 higher

5

• Over the course of your career thats
• 4,556,640 for men
• 3,735,420 for women

6
Why Dont People Negotiate?

• Fear of employers perceptions
• Fear of losing the offer
• Fear of conflict
• Fear of employers power
• Fear of emotion
• Fear of negotiating poorly

7
The Negotiation ABCs

• Acquire information
• Build a bigger pie
• Claim your share

8
Acquire Information

• Know what you value
• Know what they value
• Collect LOTS of information

9
Common Sources of Value

• Status and reputation of the employer
• Nature of the position
• Opportunities for the future
• Culture and organizational environment
• People you will work with and for
• Salary and compensation package

10
Build a Bigger Pie

• Positions are what we ask for, interests are why
  we want it
• Focusing on interests increases your flexibility,
  increases potential value
• Make more from less
• package issues to find positions that satisfy
  more of both sides interests
• tradeoffs that help each side realize more value

11
The Importance of Tone

• Think partners, not adversaries
• common goals
• joint problem solving
• Ask questions rather than make demands

12
Claim Your Share

• Making the first offer
• Go first with an aggressive offer, but provide a
  strong justification for your offer
• But remember
• Dont discuss until you have an offer
• Always suggest an amount that will make you happy
  if they say yes
• Only suggest what you can justify

13
Closing

• Know when to walk away
• Understand your BATNA
• Always give them a chance to play the last card
• Tell them what it will take for you to say yes
• Say yes if they give it to you
• Walk away if they dont
• ALWAYS be professional

14
Job Negotiation is All About

• Knowing what you want
• Knowing what youre worth
• Knowing how to get it