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 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

  1. 1. Salary Negotiations Presented by Bill Harris June 26th 2013 1
  2. 2. Salary Negotiations 2 The joy of an offer Comfort level in negotiations
  3. 3. 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
  4. 4. 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. 5. 5 ―Salary History Required‖ HUMAN RESOURCES “Gimme a figure or get lost.” Pre-Interview Gate Keepers
  6. 6. Pre-Interview Gate Keepers 6
  7. 7. Pre-Interview Gate Keepers 7
  8. 8. 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.
  9. 9. 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:    9
  10. 10. Before you begin Research the position & location 10
  11. 11. Before you begin 11
  12. 12. Before you begin 12
  13. 13. Let’s look at 13
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  18. 18. 18 Edit & Save
  19. 19. The Phone Interview Be prepared to address salary expectations 19
  20. 20. 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?‖
  21. 21. 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
  22. 22. The Physical Interview 22 “
  23. 23. 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. 24. 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
  25. 25. 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. 26. 26 In My Research…. (Save in Word or a PDF and print)
  27. 27. 27 In My Research….  ―My research tells me that the range should be $……… to $……..‖  ―Let me share with you 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.‖
  28. 28. 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
  29. 29. Questions & Comments  For a copy of this presentation please email a request to: Bill Harris (310) 748-3827 Thank You 29