This document provides an overview of negotiation strategies and tips. It discusses why negotiation is important, what can be negotiated including salary, title, hours and benefits. It outlines keys to effective negotiation such as knowing the company and market, understanding when it's appropriate to negotiate, acknowledging your self-worth, and determining your needs. The document also covers evaluating offers, accepting or declining offers, and notes negotiation is also an art form.

1. THE ART OF NEGOTIATION
Marita Gomez
Director of Communications
AbelsonTaylor

2. OUR AGENDA
• Why we negotiate
• What is negotiable
• Keys to negotiating
• Evaluating the offer
• The other “art form” of negotiation
• Final thoughts

3. WHY NEGOTIATE?
It’ll affect the total earnings over the
course of your career

4. WHAT CAN YOU NEGOTIATE?
• Salary
• Job title
• Flexible hours
• Select benefits

5. • Know what you want
• Know what you’re willing to walk
away from
BEFORE YOU START

6. FIVE KEYS TO NEGOTIATION
• Get to know the company
• Understand the market
• Know when it’s appropriate
• Acknowledge your self-worth
• Find out what you need to live on

7. KNOW THE COMPANY
• Industry publications
• Search engine(s)
• People you know
• LinkedIn and LinkedIn Groups
• Company website

8. KNOW THE MARKET
• Wageproject.org
• Payscale.com
• Salary.com
• Glassdoor.com
• Paycheckcity.com
• TV_jobs.com
• RTDNA
• Indeed.com/salary
• SimplyHired.com/
a/salary
• SalaryExpert.com
• SalaryFairy.com

9. APPROPRIATE TIME
TO NEGOTIATE

10. KNOW WHEN IT’S APPROPRIATE
• Don’t bring it up too early
• Listen to the cues
• Use industry standard ranges

11. KNOW YOUR SELF-WORTH
Be able to speak to your value proposition:
• Skills set
• Relevant experience(s)
– Internships
– Study abroad
– Work-related
• Accomplishments, awards
• Education

12. NEGOTIATING YOUR SALARY
(Interactive Session)
Our starting salary is $35,000.
Can you start next week?

13. NEGOTIATING YOUR SALARY
(Interactive Session)
The salary I can offer is $42,500.
And we’ve got a 5% commission for every
new project over $60,000.

14. NEGOTIATING THE JOB TITLE
(Interactive Session)
The job title is communications assistant.

15. NEGOTIATING HOURS, BENEs
• Follow the same formula:
– Be specific
– Be honest

16. EVALUATING THE OFFER
• Accept the offer only if it meets your
objectives
• Let the employer know and thank
them
• Ask the employer for a deadline

17. DECLINING THE OFFER
• The work
• The culture
• The company
• Your lifestyle

18. DECLINING THE OFFER
Offer thanks, respectfully decline and cite a
simple, high-level reason. You do not need to
get into details. The way you handle this will
begin to form your reputation.

19. ACCEPTING THE OFFER
• Don’t rely on one technology
– Verbal
– Voicemail
– Email
• Ask for the final offer in writing
– Job title
– Annual salary
– Start date

20. THE ART FORM IN NEGOTIATION

21. THE ART FORM
• What you wear
• Body and facial language
• Communication skills
• Personality

22. WHAT COCKY LOOKS LIKE

23. SOME FINAL THOUGHTS
• Don’t say “yes” immediately
• It’s okay to be afraid
• Don’t push too hard
• Learn humility
• Don’t walk away without saying thanks