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

1. Salary Negotiations
Presented by Bill Harris
June 26th 2013
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2. Salary Negotiations
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The joy of an offer
Comfort level in negotiations

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!
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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?
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―Salary History Required‖
HUMAN
RESOURCES
“Gimme a figure
or get lost.”
Pre-Interview Gate Keepers

6. Pre-Interview Gate Keepers
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7. Pre-Interview Gate Keepers
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―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. 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
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10. Before you begin
Research the position & location
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11. Before you begin
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12. Before you begin
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13. Let’s look at Salary.com
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Edit & Save

19. The Phone Interview
Be prepared to address salary expectations
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20. The Phone Interview
(before the physical interview)
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Prepare for Gatekeepers Questions:
•―What were you making in your last job?‖
•―What was your starting pay package?‖
•―What was your bonus compensation?‖

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. The Physical Interview
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 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

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 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. 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
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In My Research….
(Save in Word or a PDF and print)

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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.‖

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.‖
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29. Questions & Comments
 For a copy of this presentation please
email a request to:
Bill Harris
wm1harris@yahoo.com
(310) 748-3827
Thank You
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