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OPEN -  Salary History Presentation - Bill Harris - 6-26-13
 

OPEN - Salary History Presentation - Bill Harris - 6-26-13

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This is a presentation recently prepared for OPEN - Experience Unlimited employment program sponsored by the State of California, Employment Development Department. It covers several ways in dealing ...

This is a presentation recently prepared for OPEN - Experience Unlimited employment program sponsored by the State of California, Employment Development Department. It covers several ways in dealing with past salary histories and future expectations both in pre-screening interviews as well as direct discussions on this subject

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    OPEN -  Salary History Presentation - Bill Harris - 6-26-13 OPEN - Salary History Presentation - Bill Harris - 6-26-13 Presentation Transcript

    • Salary Negotiations Presented by Bill Harris June 26th 2013 1
    • Salary Negotiations 2 The joy of an offer Comfort level in negotiations
    • Salary Negotiations Basics of Negotiating  YOU ARE SELLING YOURSELF—SO, BE PREPARED-  Be prepared! Know the company, your goals and what you can do for them.  Know all you can about the salary range for this and similar positions in the same geographic area  Know all you can about the business/company and what their needs are  Know your accomplishments and what you can do for the company! 3
    • ALL NEGOTIATION IS INTEREST BASED  During the negotiation you need to focus upon both your interests and those of the employer.  What are the interest each party has in the negotiation?  Where do those interests intersect?  How can you narrow the distance between your interests and those of the employer to find a common ground? 4
    • 5 ―Salary History Required‖ HUMAN RESOURCES “Gimme a figure or get lost.” Pre-Interview Gate Keepers
    • Pre-Interview Gate Keepers 6
    • Pre-Interview Gate Keepers 7
    • 8 ―Salary History Required‖  Don’t submit one unless you have to.  Why do they want one up front?  To screen you out  To assess your level of ability  The decision will be made on dollars, not ability  You will give a history on the job application, and many time this has to be submitted prior to the interview.
    • Before you begin  Do your research  What Position are you applying for?  What Region are you looking in?  The following are on-line sources of this information:  Salary.com  Payscale.com  Glassdoor.com 9
    • Before you begin Research the position & location 10
    • Before you begin 11
    • Before you begin 12
    • Let’s look at Salary.com 13
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    • 18 Edit & Save
    • The Phone Interview Be prepared to address salary expectations 19
    • The Phone Interview (before the physical interview) 20 Prepare for Gatekeepers Questions: •―What were you making in your last job?‖ •―What was your starting pay package?‖ •―What was your bonus compensation?‖
    • The Phone Interview (before the physical interview) The Answers  Avoid (if possible) answering salary questions directly  State: ―I will be happy to discuss with you my previous employment compensation but can I first get an idea from you what have you budgeted for this position?‖  ―As part of the compensation package (budget) what is included?‖ Bonus, Commissions, Insurance 21
    • The Physical Interview 22 “
    • 23  Avoid giving salary history if you can.  ―The responsibilities at this job differ from my past jobs.‖  ―My salary requirements depend on the details of the complete offer and benefits.‖  ―A discussion as to future salary will be more useful than any past salary history, and we should defer it until we are both considering an employment relationship.‖ At the Interview
    • 24  Never be the first to establish the ―price.‖ Respond with:  ―What is the salary range?‖  ―I am open to a competitive package in today’s job market.‖  ―It depends on the amount of responsibility and benefit package.‖  If they insist, give them a range--a wide range. At the Interview
    • At the Interview  ―State your salary needs.‖  ―Never apologize – it’s a sign of weakness‖  Give a REASONABLE range  The low should be slightly above your minimum  The high should not be excessive  Let them know the final figure is negotiable and dependent on the total package.  Discuss in a follow-up letter, if you want to clarify 25
    • 26 In My Research…. (Save in Word or a PDF and print)
    • 27 In My Research….  ―My research tells me that the range should be $……… to $……..‖  ―Let me share with you Salary.com has a study of <<<insert>>> and $….. is the competitive mid-point.‖  ―With my 10+ years of experience as a <<<insert>>> and my knowledge of your products/ services - I should be just above mid- range.‖
    • At the Interview You want to get to the Happy Place:  There should be give & take during the negotiation  Always ask for the order. ―If we have covered everything when would be a good start date.‖ 28
    • Questions & Comments  For a copy of this presentation please email a request to: Bill Harris wm1harris@yahoo.com (310) 748-3827 Thank You 29