Job offer negotiation begins with the very first request for an introduction or an exploratory meeting. So how can you conduct yourself at each stage of the interviewing and negotiation process to maximize your remuneration? What are the common pitfalls and how can you avoid them?
Learn:
- What "pre-negotiation" discussions to avoid that could prevent or reduce your offer.
- Techniques to avoid disclosing past compensation.
- How your gender, familial background, work history and employment status may be influencing you.
- Methods to determine your market value.
- How to prepare for and practice negotiating
And much more.
Sarah Stamboulie, Ivy Exec's Senior Career Coach, formerly led Alumni Career Services at Columbia Business School and headed HR departments at Morgan Stanley, Cantor Fitzgerald, and Nortel.
Is there a salary negotiation coming up? Maybe you'd like to express your salary expectations during a job interview? Then check out these 7 ways to successfully negotiate salary composed by Benjamin Maurice, Team Manager at Real Life Sciences France which is part of the SThree Group.
For more information and tips visit our website: http://www.sthreecareers.com/.
Successful Interview and Salary NegotiationAdrian Tan
Most of us are striving to improve our careers by targeting more challenging, better paid, more secure jobs. With the current uncertainty in the global economy, whether you are searching for your step up in your career or searching for a new career, you need to be on top of your game. It’s a competitive marketplace to get that ideal job. The main aim for this talk is to equip you with the knowledge, skills and confidence when job hunting by giving you insights, manage your expectations and train you on the skills to increase your chance of scoring the job that you want.
How to identify, interview, and land your dream job. These tips are based on recruiting & interviewing 1000's of candidates for technology jobs in the Silicon Valley.
This presentation was shared with a group at Product School in Sunnyvale on Sept 20th, many of whom want to switch from their current role into a different function, profession, and/or industry.
Please share your comments, suggestions, and questions!
Is there a salary negotiation coming up? Maybe you'd like to express your salary expectations during a job interview? Then check out these 7 ways to successfully negotiate salary composed by Benjamin Maurice, Team Manager at Real Life Sciences France which is part of the SThree Group.
For more information and tips visit our website: http://www.sthreecareers.com/.
Successful Interview and Salary NegotiationAdrian Tan
Most of us are striving to improve our careers by targeting more challenging, better paid, more secure jobs. With the current uncertainty in the global economy, whether you are searching for your step up in your career or searching for a new career, you need to be on top of your game. It’s a competitive marketplace to get that ideal job. The main aim for this talk is to equip you with the knowledge, skills and confidence when job hunting by giving you insights, manage your expectations and train you on the skills to increase your chance of scoring the job that you want.
How to identify, interview, and land your dream job. These tips are based on recruiting & interviewing 1000's of candidates for technology jobs in the Silicon Valley.
This presentation was shared with a group at Product School in Sunnyvale on Sept 20th, many of whom want to switch from their current role into a different function, profession, and/or industry.
Please share your comments, suggestions, and questions!
Do you need help answering interview questions? Are some more difficult than others? This presentation will help you with 5 Difficult Interview Questions and How to Answer Them.
Do you need additional help with interview questions? Click this link to Peggy's Blog with 101 Interview Questions and Answers:
http://careerconfidential.com/how-to-answer-interview-questions-series/
IT Interview Tips: Your Guide to an Exceptional InterviewModis
Securing a job is important, but you can't land a new opportunity until you ace your interview. We've put together some great tips and tricks to make sure that your job interview goes smoothly. From social media, to Q&A & even to salary negotiations, this slideshow has the information you need to succeed when interviewing and going through the hiring process.
Top 10 staffing interview questions with answersmeganc602
In this file, you can ref interview materials for staffing such as, staffing situational interview, staffing behavioral interview, staffing phone interview, staffing interview thank you letter, staffing interview tips …
To enable interviewers to make informed decisions, you need to communicate relevant information about your skills, knowledge and experience. You also need to clearly demonstrate evidence of career achievements to date. Essentially, you have to know what information is important and how to communicate it effectively
An early stage deck on whether you should negotiate your job offer or not. What all should you negotiate, how you should negotiate and what important factors to keep in mind. Also included are 2 caselets for the same.
A job interview requires research, preparation, implementation, and follow -up. Many of us think we know how to go through the steps but a little review is always helpful.
Ace the interview and get the job offer. Learn the four questions you must answer for the interviewer (and that he won't ask), how to sell yourself for the job, and to communicate your value. Career Coach Peggy McKee provides tips for success.
88 buyer interview questions and answerslombardnick
In this file, you can ref interview materials for buyer such as, buyer situational interview, buyer behavioral interview, buyer phone interview, buyer interview thank you letter, buyer interview tips …
Top 88 buyer interview questions and answers pdf
free pdf download ebook
Career Coach Guide To Job Interview and Salary Negotiation 2015Adrian Tan
My presentation at an Executive Career Management Talk at e2i Singapore.
Gain insider tips on interview skills and crucial insights on salary negotiation. Equip yourself with knowledge, skills to make the ultimate impression at the coveted job interview.
And find out why you should negotiate your salary no matter how good the offer is.
Do you need help answering interview questions? Are some more difficult than others? This presentation will help you with 5 Difficult Interview Questions and How to Answer Them.
Do you need additional help with interview questions? Click this link to Peggy's Blog with 101 Interview Questions and Answers:
http://careerconfidential.com/how-to-answer-interview-questions-series/
IT Interview Tips: Your Guide to an Exceptional InterviewModis
Securing a job is important, but you can't land a new opportunity until you ace your interview. We've put together some great tips and tricks to make sure that your job interview goes smoothly. From social media, to Q&A & even to salary negotiations, this slideshow has the information you need to succeed when interviewing and going through the hiring process.
Top 10 staffing interview questions with answersmeganc602
In this file, you can ref interview materials for staffing such as, staffing situational interview, staffing behavioral interview, staffing phone interview, staffing interview thank you letter, staffing interview tips …
To enable interviewers to make informed decisions, you need to communicate relevant information about your skills, knowledge and experience. You also need to clearly demonstrate evidence of career achievements to date. Essentially, you have to know what information is important and how to communicate it effectively
An early stage deck on whether you should negotiate your job offer or not. What all should you negotiate, how you should negotiate and what important factors to keep in mind. Also included are 2 caselets for the same.
A job interview requires research, preparation, implementation, and follow -up. Many of us think we know how to go through the steps but a little review is always helpful.
Ace the interview and get the job offer. Learn the four questions you must answer for the interviewer (and that he won't ask), how to sell yourself for the job, and to communicate your value. Career Coach Peggy McKee provides tips for success.
88 buyer interview questions and answerslombardnick
In this file, you can ref interview materials for buyer such as, buyer situational interview, buyer behavioral interview, buyer phone interview, buyer interview thank you letter, buyer interview tips …
Top 88 buyer interview questions and answers pdf
free pdf download ebook
Career Coach Guide To Job Interview and Salary Negotiation 2015Adrian Tan
My presentation at an Executive Career Management Talk at e2i Singapore.
Gain insider tips on interview skills and crucial insights on salary negotiation. Equip yourself with knowledge, skills to make the ultimate impression at the coveted job interview.
And find out why you should negotiate your salary no matter how good the offer is.
The first stage of this is brainstorm who your stakeholders are. The next step is to prioritise them by power and interest, and to plot this on a Power/Interest grid. The final stage is to get an understanding of what motivates your stakeholders and how you need to win them around.
Over the years, you have been told that management of the stakeholders is crucial to your project. You have been presented with tools and techniques to achieve this goal! Are they really working? Are you getting the result you were hoping to get; positive stakeholder participation? If not, this is the presentation for you!
The Stakeholder Engagement tool helps ensure that the appropriate stakeholders in decision processes have been identified and involved.
Tool: https://www.cpc.unc.edu/measure/publications/ms-11-46-e
Webinar Recording: http://universityofnc.adobeconnect.com/p99y8bhnosx/
A bonus payment is usually made to employees in addition to their base salary as part of their wages or Salary. While the base salary usually is a fixed amount per month, bonus payments more often than not vary depending on known criteria, such as the annual turnover, or the net number of additional customers acquired, or the current value of the stock of a public company. Thus bonus payments can act as incentives for managers attracting their attention and their personal interest towards what is seen as gainful for their companies' economic success. There are widely‐used elements of pay for performance and working well in many instances, including when a fair share of an employees participation in the success of a company is desired. There are, however, problematic instances, most notably when bonus payments are high. When they are tied to possibly short-lived figures such as an increase in monthly turnover, or cash flow generated from an isolated marketing action, such figures often do not reflect a solid reliable win for a company, and they certainly do not reflect a manager's lasting efforts to the company's best. On the contrary, such figures are prone to being adjusted or even manipulated to the benefit of those employees who are responsible for reporting them, while they are already planning their leave with a golden handshake.
Stakeholder Engagement: Simple Steps to Better Public ConsultationCam McAlpine, APR
What is stakeholder engagement? Why on earth would you want to engage with the negative nellies and nimby's who just want to oppose what you're doing? And how might you go about conducting a stakeholder engagement or public consultation program?
Stakeholder management In Construction IndustryGirish Singh
Stakeholder Management is a theory by which we can ensure the success of the project by avoiding may type of disputes & problem during the project life cycle
Top 10 escrow interview questions with answerslouiskealoha
In this file, you can ref interview materials for escrow such as, escrow situational interview, escrow behavioral interview, escrow phone interview, escrow interview thank you letter, escrow interview tips …
As per PTU's HRM Syllabus, MBA Unit No. 2: Recruitment & Selection: Meaning & Concept, Process & Methods Recruitment & Selections. Induction & Placement Process.
Training & Development: Meaning & Concept of Training & Development, Methods of Training & Development, Difference Between Training & Development, Aligning Training to Business Needs, Future of Training & development. Career Planning & Coaching & Mentoring.
2011 presentation for local job seekers. Focus is working effectively with agency recruiters. Many tips also relevant for in-house HR and corporate recruiting staff.
Top 10 fundraising interview questions with answersbrownmichael917
In this file, you can ref interview materials for fundraising such as, fundraising situational interview, fundraising behavioral interview, fundraising phone interview, fundraising interview thank you letter, fundraising interview tips …
In this file, you can ref interview materials for exchange such as, exchange situational interview, exchange behavioral interview, exchange phone interview, exchange interview thank you letter, exchange interview tips …
Similar to Ivy Exec Webinar: Salary Negotiation Webinar With Sarah Stamboulie (20)
One of the most valuable resources a person can have in their career is a Mentor. Sir Richard Branson, Indra Nooyi, Mark Zuckerberg, and many more have all expressed how their mentors got them where they are today.
Learn how you can meet and work with a Mentor.
Look Before You Leap: A 2-Part Webinar Series For Professionals With One Foot...Ivy Exec
Part I of the webinar: “Motherhood Guilt or Job Dissatisfaction?” will…
• help you decide if your thoughts about leaving the workforce are your own, or are influenced by others.
• include a provocative discussion exploring whether motherhood “guilt” is well-founded or whether you have unrealistic expectations for balancing work and life..
• help you evaluate more deeply why you work and how you would replace your work drivers at home. And,
• give you a clear framework for deciding if it is perception or reality for you, that the grass is indeed greener on the other side.
For many women, a large factor in the “stay or go” decision is whether an alternative work structure is even possible. Part II of the webinar will help you “Exhaust Your Flexible Work Options.” Too many women assume flexibility is not an option or leave after one casual “ask.” This webinar discussion will help you determine if your job is a candidate for full or partial telecommuting, and how to make a professional case for flexibility. Looking beyond your current job, you’ll also learn where to look for other, more flexible opportunities and if an entrepreneurial venture would fit your work and broader life styles.
Presenter: Kathryn Sollmann
Kathryn Sollmann is the Managing Partner and Founder of 9 Lives for Women, a highly acclaimed, multi-channel blog site that helps women navigate work and life in nine stages from college through retirement years. Recognizing that it is too black and white to say that women are either “working” or “not working,” Kathryn’s website helps women with all the gray areas when they have one foot in or one foot out of the workforce. For more than a decade she has helped women stay in or re-enter the workforce—through coaching, recruiting, seminars, and corporate consulting, and a full library of blog posts that provide practical, no nonsense advice, inspiration and empowerment for women at every age and stage. www.9livesforwomen.com
SoFi - Financing Your Graduate School Education - SoFi and Ivy Exec WebinarIvy Exec
Still evaluating student loan options? Hear from a student loan expert with over 20 years of experience working for student lenders, credit unions, and the financial aid office.
SoFi's student loan expert Walter Balmas will:
- Explain the student loan process and timeline.
- Introduce SoFi's alumni-funded student loan solution
- Open to Q&A on SoFi's origination and servicing process
About the Presenter:
Walter Balmas has over 20 years of experience in student loan program management, having most recently created student loan programs for a dozen non-profit credit unions. Prior to this, Mr. Balmas was Senior Vice President of Origination at MRU ("MyRichUncle"). His career includes stints as the Director of Loan Operations at ALL Student Loan Corporation (ALLSLC), once the largest non-profit student loan issuer in California.
Mr. Balmas has a BA from the University of Southern California.
Must Avoid Mistakes In Financial Services Resumes - Ivy Exec Webinar - Resume...Ivy Exec
These examples are meant to compliment the video presentation of the webinar "The Must Avoid Mistakes in Financial Services Resumes"
http://blog.ivyexec.com/2012/07/31/webinar-the-must-avoid-mistakes-in-financial-services-resumes/
The Must Avoid Mistakes in Financial Services Resumes - Laura Hill and Ivy ExecIvy Exec
Learn the secrets behind a successful resume that will help you land that new job in finance. In this economy you cannot afford to have a lackluster finance resume – whether you’re just breaking into finance or have been working in the industry for years. Get practical advice from a finance resume pro who worked in banking and then recruiting and coaching for financial roles for years. This Webinar will not be a high level overview session, but an in-depth analysis of actual resumes that illustrate Best Practice for style, format and content, as well as common pitfalls.
Laura Hill’s experience includes 8 years banking with JP Morgan, executive search with Korn/Ferry International and Redwood Partners, 10 years as a career/outplacement coach, and heading client services for the boutique outplacement firm, Crenshaw Associates. Laura received an MBA in Finance from The Stern School of Business at New York University and a BBA in Marketing from the University of Texas - McCombs.
Her work has been featured in The New York Times, The Wall Street Journal, JobsInTheMoney.com, and Smart Money. She frequently speaks to business groups on a wide range of career management topics and has been interviewed on CNBC, The Wall Street Journal Report With Maria Bartiromo, and MSNBC.
If Wall Street is calling your name, you won’t want to miss this webinar!
Heaven or Hype Recruiting Through Social Media Ivy Exec and Human Capital Ins...Ivy Exec
The only constant is change. In this webinar, we will briefly examine key macro trends impacting executive recruitment. Global talent shortages, increased mobility, and technological & social media advances demand new recruiting strategies for a new era.
Through new recruiting models, new technologies and social networking, there are tools available to attract, recruit and retain high quality mid through senior level executive talent. We will drill down to examine the traditional recruiting model and why the new recruiting model has now supplanted it.
Five Critical Trends Forcing The Adoption Of The New Recruiting Model:
1. Global and domestic economic influences have led to pricing pressures.
2. Multi-position demands and time urgencies have altered recruiting needs.
3. Organizations are internalizing their executive search functions.
4. The rise of social media has changed the platforms available and the very nature of recruiting.
5. Organizations of any size can succeed in the ‘war for talent’ with the new recruiting model
Create Your Elevator Pitch - Pat Drew and Ivy ExecIvy Exec
Unless you can communicate your value quickly and in a compelling way, you are letting opportunities pass you by. Would you knowingly give up an opportunity for the perfect job or fantastic assignment? That is what you are doing if you do not have at your fingertips a well-practiced, very brief statement of who you are, what you are up to and what a UNIQUE contribution you make.
No matter how experienced and polished we are, most of us from time to time pass up opportunities to let others know who we are and what a unique contribution we make. We fail to get the conversation started which can lead to new positions and assignments.
In this webinar, you will actively participate and "log out" with a new statement of who you are and your value. In this session, you will learn:
- How to communicate your value in a compelling way in 20 seconds.
- Four key questions to answer, to engage anyone anywhere, anytime – in YOU!
- To craft, practice and perfect your own Elevator Pitch.
- How do to make yourself interesting, memorable and start the conversation, which will open doors for you.
Pat Drew’s areas of expertise include top-level coaching, senior team alignment and preparing executives and organizations for transitions. For over twenty years, she has coached executives in the media, pharmaceutical companies, consumer product companies, financial and professional services, real estate, communications, not-for-profit organizations and academia.
Pat’s experience in helping executives achieve strong business results was acquired as Director in Human Resources at The New York Times for 20 years, as Manager of Training at the New York Psychiatric Institute of Columbia University and, most recently, with Guttman Development Strategies, a leadership-development firm.
Case Interviews, Killer Frameworks - Nevin Kamath and Ivy ExecIvy Exec
You can ace the case interviews at all levels if you are using the right framework. In this webinar, you will learn strategy frameworks that will help you succeed in your next case interview. Our presenter, Nevin Kamath, founder of The Case Coach, and a former consultant with McKinsey, helps elite professionals, MBAs, and PhDs prepare for case interviews.
Our presenter, Nevin Kamath, is a former Senior Associate with McKinsey & Company and an alumnus of Harvard Law School. He serves as an Adjunct Professor at the USC Marshall School of Business, teaching a course on career development and professional communication to undergraduate students. Through his executive coaching firm, The Case Coach, LLC, Nevin has partnered with numerous clients who have gained offers at top consulting firms including McKinsey, BCG, Bain, and Deloitte, as well as boutique firms such as Partners in Performance.
Effective Networking Strategies for Executives - Ivy ExecIvy Exec
Networking is vital to success in an ever challenging business environment across all levels of your career. But, unlike what most think, networking is not about asking for something. It’s about building long-term, mutually beneficial relationships of give and take, with the emphasis on the give. Here are strategies for experienced executives we’ll discuss to build and strengthen your networking skills:
- Understanding the four stages of networking;
- How six degrees of separation can build a great network;
- How to build your network every day;
- How to maintain and deepen your network in the short and long term;
- How to use social media to build a stronger network;
- Networking strategies for live venues: industry mixers, business meetings, etc.
Connie Thanasoulis-Cerrachio is co-founder of SixFigureStart, a career and success coaching firm. Connie uses her 25 years of Fortune 500 recruiting experience to give you expertise in your job search. Connie & her partner Caroline Ceniza-Levine co-authored ”Six Steps To Job Search Success” 2011, Flat World Knowledge and are co-hosting the ”Next Generation Career Success Video Summit: Would You Hire Yourself?” For more information please go to www.ivyexec.com
Resume = Personal Brand - How to Get it RightIvy Exec
In the current hiring climate, even the most accomplished and experienced professional's phone isn't ringing off the hook with interview invitations. Your resume is an extension of your personal brand and often times is the first interaction you have with an employer. This webinar is for job seekers who want to learn from an expert how to take their resume to the next level. Learn the secrets to a successful resume and see examples that illustrate best practices for style, format and content. In this webinar you will learn how to:
- Ensure that your resume appeals to your target audience
- Turn job responsibilities into accomplishments
- Visually attract and keep your readers’ attention
- Avoid the most common mistakes
Laura’s career experience includes an 8-year banking career with JPM Chase; executive search with Korn/Ferry International and Redwood Partners; 10 years as a career/outplacement coach; and heading client services for boutique outplacement firm Crenshaw Associates. Laura received an MBA in Finance from New York University - Stern and a BBA in Marketing from the University of Texas - McCombs.
Her work has been featured in The New York Times, The Wall Street Journal, JobsInTheMoney.com, and Smart Money. She speaks frequently to business groups on a wide range of career management topics and has been interviewed on CNBC, The Wall Street Journal Report With Maria Bartiromo, and MSNBC.
How to bring passion and purpose to your career lawler kangIvy Exec
What drives personal and professional happiness? How can I bring my ‘whole’ self to my daily pursuits, particularly looking for my “next big thing”? What might I do to augment my personal brand to optimize these efforts?
Learn how come the ‘Why’ and ‘How’ behind what you do is more important to your happiness (and productivity) than ‘What’ you do. In fact, the ‘Why’ and ‘How’ should directly impact the ‘What’.
Our presenter will start by illustrating the need, impact and benefits of bringing your passions and purposes to work. He will then walk participants through some tools designed to identify your ‘Whys’ and ‘Hows’ and will show you how to align them in your current, and future, work (and life) efforts.
After 15 years of corporate and entrepreneurial leadership, Lawler wrote Passion at Work (Pearson Prentice Hall), and founded Passion at Work Partners. Speaking/consulting clients: HP, Cisco, Google, Oracle, Microsoft, Booz Allen Hamilton, Pfizer, and most top-tier business schools. Lawler’s prior endeavors include leading successful turnarounds of three technology/biotech firms, serving as Engagement Manager, and then Managing Director of the Northeast Practice of Scient.Lawler graduated from The Wharton School of the University of Pennsylvania and Vassar College.
Light up your network. Manage your energy, not timeIvy Exec
You know how to network. But how do you fire up that network when you have been in search a while and you are feeling stale, and stuck? During this challenging job market, it is essential to know the techniques for managing energy. Hear about some of the latest research determining that instantaneous first impression when searching for your executive job.. Participate in a self management assessment and learn what to do to "light up your network," and get them pulling for you.
Ivy Exec Webinar: Salary Negotiation Webinar With Sarah Stamboulie
1. Salary Negotiation for Job Seekers
Presenter: Sarah Stamboulie, Senior Career Coach, Ivy Exec
Want more info? Email us at careersupport@ivyexec.com 1
2. About Sarah Stamboulie
• Sarah led Alumni Career Services at
Columbia Business School, overseeing
career programming and resources for
36,000 alumni throughout the world.
• Earlier in her career, Sarah served as the
head of Human Resources at both Morgan
Stanley and Cantor Fitzgerald. She holds
an MBA from Columbia Business School.
• Sarah has been featured in publications
such as Forbes and AM New York, and has
made television appearances on Fox 5
News and CBS Moneywatch
Want more info? Email us at careersupport@ivyexec.com 2
3. Participant Poll
1. What is your current employment situation?
a. Unemployed and fully focused on job search (or should be).
b. Working as well as job-hunting.
c. Working and planning to job-hunt.
2. How are your negotiation skills?
a. Relatively weak.
b. Average.
c. Good but I still could use a few tips.
Want more info? Email us at careersupport@ivyexec.com 3
4. Reasons for Resistance to Negotiating
• family of origin
• national origin
• gender
• work history
• negotiation history
Discomfort doesn’t mean you’re making a mistake.
Want more info? Email us at careersupport@ivyexec.com 4
6. Lay the Foundation for a Generous Opening Offer
Job offer negotiation begins with the very first request for an introduction or an
exploratory meeting.
1. Avoid salary disclosure.
2. Present yourself like a “winner” regardless of your feelings.
Want more info? Email us at careersupport@ivyexec.com 6
7. Online and Paper Applications
• Leave salary items blank whenever possible.
• When required online, enter $0 or an unrealistically low round number like
$10,000.
Want more info? Email us at careersupport@ivyexec.com 7
8. External and Internal Recruiter Questions
You don’t have to answer salary questions, but:
• be open about everything else.
• be extremely polite.
• use a pleasant, helpful voice while you decline to provide salary details.
Want more info? Email us at careersupport@ivyexec.com 8
9. Q:"What are/were you making at your current/last job?”
A: “I’d hate to eliminate myself because of a dollar figure at this point. Right
now, the key issue for me is finding a great fit. I figure if the fit is
there, then we’d work out the money part. If it’s ok with you, could we talk
about this a little later on in the process?” (Ellis Chase)
A: “That’s a good question. Would you mind telling me the average salary
range for this position or similar positions in this agency? My requirements
are flexible, and I’d like to consider those rates before deciding on an exact
range.“
(Wagner School of Public Service negotiation guide)
Want more info? Email us at careersupport@ivyexec.com 9
10. Novel Technique To Avoid Disclosure
• “My current/past non-disclosure agreement (NDA) forbids me to disclose
my terms of employment (including compensation) to other parties except
where legally required (insurance companies, banks, and IRS).”
• What if you didn’t have to sign an NDA? Try calling your company’s legal
department and say something like: “one of my employees asked me a
question and I wasn’t sure of the answer – is it against company policy to
disclose company compensation information to other companies?”
Chances are that the lawyer will help you out in some way (they are trained
to say to no to anything with the word “disclose!”) and will say it is against
company policy to disclose compensation information to other companies or
will give you some other kind of restriction that you can reference with
recruiters and hiring managers.
Want more info? Email us at careersupport@ivyexec.com 10
11. Q:"What are your salary requirements?”
A: "Since salary is only one piece of the puzzle for me, I’d like to find out more
about the job before determining my salary requirements. This sounds like
an excellent opportunity so far. Can you tell me a little more about…[insert
an area where you have additional questions]?
A: "That’s a good question. Would you mind telling me the average salary
range for this position or similar positions in this agency? My requirements
are flexible, and I’d like to consider those rates before deciding on an exact
range."
Want more info? Email us at careersupport@ivyexec.com 11
12. What if they keep hounding you?
You can give in and say:
“Over the past five years, my [base salary], [compensation] [total
compensation package] has ranged from x – y (choosing whichever items
will be in your favor).
Want more info? Email us at careersupport@ivyexec.com 12
13. What if your last salary was extremely low or high?
• State that you are looking for a fair market salary for this job, and that your
past salary was in such a different field that it’s not relevant to what you
would accept for this role.
• Or pretend you are giving in and say, “In my former field my compensation
was in the average range, which adjusted for this field would be about $XK
per year.”
Want more info? Email us at careersupport@ivyexec.com 13
14. Present Yourself as “Fortunate” - Translates to Competent and Wise
If unemployed:
– imply you have a healthy bank balance:“I was fortunate to be able to
take a sabbatical after I left X.”
– Be very optimistic about your job prospects (as you have been
fortunate throughout your career).
If employed:
– Talk positively about current role so that it serve as a “competing offer”
if another firm makes you an offer.
– Always show great enthusiasm (but not great need) for job.
Want more info? Email us at careersupport@ivyexec.com 14
15. Keep the Focus on Their Job During Interviews
• Market yourself as an asset that will expand or improve the company’s
reach or performance.
• Try to propose a change that shows a global understanding of your future
employer, one that is larger than they might have pictured.
• Show that you are more qualified than the other candidates by highlighting
only past achievements that are in line with your new company’s objectives.
Want more info? Email us at careersupport@ivyexec.com 15
16. Research Your Market Value
• alumni and association members • www.glassdoor.com
• www.vault.com
• LinkedIn groups
• www.careers.wsj.com
• former employees • www.wetfeet.com
• http://hotjobs.yahoo.com/
• recruiters
salary
• http://jobstar.org/tools/sal
ary/index.php
• www.salary.com
• www.payscale.com/
Want more info? Email us at careersupport@ivyexec.com 16
17. Avoid a Premature Offer
Delay salary and benefit negotiations for as long as possible in the interview
process. You’ll have more power to negotiate when the employer is
completely sold on you as the best candidate for the position.
If they start to try to negotiate before they’ve made a formal offer, suggest
that you postpone the discussion until the role is completely fleshed out and
they are ready to make a formal offer.
If they keep going, say, “To clarify, are you are making me a formal job offer
now?”
(Randall Hansen)
Want more info? Email us at careersupport@ivyexec.com 17
18. Responding to a Verbal Offer
A: Silence 1. Again, silence. Take it in, think about
it, count to 10.
2. “I’m very excited about the possibility of
joining the company. I think we’d work
together well.”
3. “But I’d like a few days to think it over.
Could we make a plan to get together
then? I think we’ll be able to work things
out at that point…”
Want more info? Email us at careersupport@ivyexec.com 18
19. With Whom to Negotiate
Hiring Manager HR Manager/Headhunter
In love with your candidacy and success Not affected by candidate
may depend on it choice
Anxious to be done with recruiting Always recruiting anyway
Makes more money that you are asking for May make less money than you
(often much more)
Negotiates all the time
Rarely negotiates salary
Want more info? Email us at careersupport@ivyexec.com 19
20. Ways You Can Negotiate
• In-person meeting (usually the strongest)
• Phone meeting
• E-mail counter-proposal
Want more info? Email us at careersupport@ivyexec.com 20
21. First Negotiate Conditions for Success
• scope of responsibility • strategic positioning
• authority • political support
• reporting structure • software and equipment for you
and your team
• budget
• corporate housing
• staff – new hires and upgrades
• flextime
• flexibility on comp structure of
staff • first-class travel
• administrative help • comp time and wellness days
• prestigious title • training
• office • child day care
Want more info? Email us at careersupport@ivyexec.com 21
22. Negotiate Compensation
• base salary
• stock options
• guaranteed bonus
• stock grants
• bonus range
• deferred compensation
• % cash of bonus
• signing bonus
• Equity
• 401(k) contributions
• profit-sharing
• relocation coverage
• travel per diem
• partnership opportunities or
requirement
Want more info? Email us at careersupport@ivyexec.com 22
23. Negotiate Benefits
• severance • company car
– crucial when you’re relocating • transportation costs
or transitioning from long- • flextime
term employer • telecommuting
– fall back position is to ask for • tuition reimbursement
severance only in the case of
a change of management • certification reimbursement
• medical and dental coverage • gym, health club or fitness
membership
• disability and life insurance
• laptop, cell phone, Internet access
• vacation
• casual dress
• paid holidays
• paid sick leave
Want more info? Email us at careersupport@ivyexec.com 23
24. Factors Affecting Your Negotiation Success
• how much they love you
• how much they need you
• your employment status
• how much they can afford
• attitude towards negotiation
Want more info? Email us at careersupport@ivyexec.com 24
25. How much of an increase should you ask for?
• Always ask for a higher salary (within acceptable limits) than you are willing
to accept so that when the employer counters your proposal, the salary
should be near your original goal.
• And when possible, try and show how your actions (once on board) will
recoup the extra amount (or more) that you are seeking -- through cost
savings or increased sales revenue, productivity, efficiencies.
(Randall Hansen)
Want more info? Email us at careersupport@ivyexec.com 25
26. Timing Potential Offers
• If you are expecting an offer and your first choice is behind in the interview
cycle, let them know and ask if they can accelerate your process.
• As soon as you get an offer, let other companies know if you would prefer
them.
• As soon as you accept an offer, tell the other companies and express great
appreciation.
Want more info? Email us at careersupport@ivyexec.com 26
27. New Boss – what you need to learn
• What was your boss’s previous • What kind of relationship does
job? your boss have with his/her
supervisor?
• How did he/she land current job?
• Does your boss advocate for the
team?
• What does he/she see as his/her
next step?
• What kind of management style
works for your boss?
• What does your boss value in the
job?
• What does you boss most value in
the people who report to her?
• How does your boss fit within the
larger power structure at work?
• What does your boss’s live outside
of work look like?
Want more info? Email us at careersupport@ivyexec.com 27
28. Warning Signs
• Unkind/inappropriate/prejudiced/gossipy comments during interview
process.
• Neutral or vague answers when you ask about the boss.
• Not always a warning sign: questions about marital status or kids may
mean they know they will make an offer (those questions are legally risky
only if they don’t make you an offer.)
Want more info? Email us at careersupport@ivyexec.com 28
29. Responding to Written Offer Letter or Contract
Always be sure to get the final offer in writing.
Do not sign without a thorough review no matter
what!
Critical clauses include:
• Non-compete clauses
• Non-solicitation clauses
• Behavioral constraints
Want more info? Email us at careersupport@ivyexec.com 29
30. With Whom to Negotiate Legal Points
• with HR directly, with a lawyer advising you
• with the hiring manager, with a lawyer advising you
• your lawyer talking to their lawyer
Want more info? Email us at careersupport@ivyexec.com 30
31. How to Turn Down an Offer
• By telephone to each stakeholder:
– hiring manager
– internal recruiter
– external recruiter
– referrer
• Display great appreciation – they’ve invested a lot of time (and perhaps
money) interviewing you.
• Disclose where you’re going if it’s lined up or say it’s in flux but that you will
explain as soon as you can.
Want more info? Email us at careersupport@ivyexec.com 31
32. When to Turn Down an Offer
• Part way through negotiations if you know you won’t take it even if they
give you everything – not always worth “going for the offer” if you burn a
contact.
• When they haven’t met your bottom line.
• When you hear the wrong answers about the boss and the company.
Want more info? Email us at careersupport@ivyexec.com 32
33. Get Help!
Negotiation consulting:
One of few investments where a low time commitment can
net you tens or hundreds of thousands of dollars in a few
days or weeks!
Want Sarah to work on your strategy?
For more information, email us at:
careersupport@ivyexec.com
Want more info? Email us at careersupport@ivyexec.com 33
Editor's Notes
Just do it. While a large percentage of corporate recruiters (four out of five in one study conducted by the Society for Human Resource Management) are willing to negotiate compensation, only a small percentage of job-seekers actually do so. You don't have to be an expert negotiator to get a sweeter deal; you just need to know the rules and strategies of negotiation.
Delay salary and benefit negotiations for as long as possible in the interview process. You’ll have more power to negotiate when the field of candidates has been reduced to just you -- when the employer is completely sold on you as the best candidate for the position.
Don't negotiate at the time the initial job offer is made. Thank the employer for the offer and express your strong interest and enthusiasm in the job, but state that you'll need time to evaluate the entire compensation package. Most employers are willing to give you a fair amount of time to review -- and if you run across an employer who wants a decision immediately, consider long and hard whether you want to work for such a company.
Negotiate to your strength. If you are a smooth talker, call the employer and ask for a follow-up meeting to discuss the job (and a counter proposal). If you communicate better in writing, consider writing a counter proposal email. Always continue to see yourself as you go.
Remember that even if all salary issues are "off the table," there are still numerous other benefits you can negotiate, such as moving expenses, paid vacation or personal days, professional training, and more. If the salary you're offered is on the low end -- and the employer has stated that salary is not negotiable (probably due to corporate salary ranges or pay grade levels), consider negotiating for a signing bonus, higher performance bonuses, or a shorter time frame for a performance review and raise. Always negotiate base salary first, and then move on to other elements of the job offer.
You have to be willing to walk away from negotiations. If you don't have a strong position (a good current job or one or more current or potential job offers), it will be harder for you to negotiate. If you really need or want the job, be more careful in your negotiations. Once the employer agrees to your compensation requests, the negotiations are over. You cannot ask for anything more -- or risk appearing immature or greedy and having the employer's offer withdrawn or rescinded.
Once the employer agrees to your compensation requests, the negotiations are over. You cannot ask for anything more -- or risk appearing immature or greedy and having the employer's offer withdrawn or rescinded.