You are about to graduate and you being applying to jobs. You got a few interviews and your skills are polished, except one. Salary negotiation is one of the most awkward questions to ask during the interviewing and job offer. Become confident with your salary negotiation skills and get the pay that you deserve.

1. Intro to
Salary Negotiation
Matt Abbene, MHSA

2. My Background
Post Graduation Salary Expectations
When to Talk Salary
– Salary Ranges
– Exempt vs Non-Exempt
Where to Find Salary Information
– And what to do with it
How to Negotiate Salary

3. My Background
2007: Bachelor’s of Science: Health Services
Administration
2007-2010: Server/Bartender
2010: My big start with Florida Hospital
– First Position: Intern $0.00/hour
– First Paid Position: Transportation Page $8.00/hour
2010-2015 Various positions within FH
– 2010: Transportation Page
– 2011: Emergency Room Registration Representative
– 2011: Tumor Board Coordinator
– 2014: Compensation Analyst
– 2015: Process Improvement Project Coordinator
2015: Master’s of Science: Health Services
Administration

4. Salary Expectations
What are your post graduation salary expectations?
Why?

5. When to Talk Salary
Your thoughts?
DO NOT ASK AT AN INTERVIEW
In general, the employer should begin the
conversation
Exceptions
– Offer received without salary
– Unsure if position is commission based
**Always be prepared to answer
salary expectation question**

6. When to Talk Salary
Salary Ranges
Don’t fall victim to a range
– ie. The salary ranges from $30,000 to $45,000
Understand how a range works
Know hourly versus annual calculations
– If given hourly, multiply by 2080
– If given annual, divide by 2080
**Do your homework and
don’t get caught off guard**
Low
Point
Midpoint Max Hire
Max
Point

7. When to Talk Salary
Exempt vs Non-Exempt
Exempt: Salaried
Non-Exempt: Hourly
Department of Labor’s Fair Labor
Standards Act (FLSA)
Understanding Exemption status
Potential changes in 2016:
– Annual salary of $50,440
– Other “Tests” may be affected

8. Where to Find Salary
Information
DO YOUR RESEARCH!
Websites:
payscale.com
salary.com
glassdoor.com
indeed.com
salaryexpert.com
Website warning:
– Not entirely accurate
– Use multiple sources
– Not all titles will match
**Understand why you are
asking for the salary**

9. How to Negotiate Salary
Know yourself, know your worth
Be respectful and knowledgeable
If offered an exact salary:
– “Is that negotiable?”
– “I feel like my education and experience warrants
a salary/rate of $X”
If offered a salary range and asked to choose:
– General rule of thumb: 2-3% for each year of
experience, 2-3% for degree higher than
required
– If they reject your salary request, you can still
counter or ask to be revisited after 90 days
It can’t hurt to ask for more

10. Final Take Homes
Most important thing: Get the job offer!
Benefits should be factored in
Do your homework, don’t get caught off guard
When researching, be realistic
It can’t hurt to ask for more money
High salaries will come in time, be patient
Good read: Congratulations graduate! 11
reasons why I won’t hire you. by Mark O’Toole

11. Matt’s Contact Info:
Matthew.Abbene@flhosp.org
352-428-8254
www.linkedin.com/in/mattabbene
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