Accepting the Offer

The Actors FundThe Career Center

ACCEPTING THE OFFER

•Explore reasons why job seekers refrain from negotiating•Review what Employers really think about salary negotiation • Identify salary negotiation tips to practice when accepting your next

offer• Identify options when filling out the “salary requirement” box on job

applications •Resources to use when researching salary

Objectives

Negotiating Struggles:

Source: Zulu Alpha Kilo – Spec #saynotospec

•Name •Have you ever negotiated compensation?

Introductions

$500,000

“An individual who fails to negotiate a first salary stands to miss out on more than $500,000 by age 60” - Salary.com

The Consequences

Source:“Most People Don’t Negotiate Due to Fear & Lack of Skills y” by Salary.com, Salary.com contributing writer

Why Aren’t We Negotiating?

0%

10%

20%

Why aren't we negotiating?

Source:“Why Americans are too Scared to Negotiate Salary” by Aaron Gouveia

65%

75%

85%

Employers Responses

Employer Responses

Sources: “Separating Fact from Fiction” by Aaron Gouveia“Recent Graduates Are Not Negotiating Salary” by Brianna McGurran

74% of employers have room to

increase their offer

by 5-10% during negotiations

Salary Negotiating Tips

• Negotiating salary is only appropriate when you are given an offer

• You don’t have enough information about the position to know how much it’s worth

• Even if the employer asks you should still delay it▫ Two things may happen if you don’t delay:

Employer will screen you OUT Employer will screen you IN and LOWBALL

you• Create your own pitch you are confident with

that is polite to deviate smoothly from disclosing a number

Do Not Speak Too Soon

Source: “The Ten Commandments of Salary Negotiation” by Jack Chapman

• When you have been made an offer don’t say ANYTHING. Just breathe.

• THINK about the number. Are you happy? Disappointed? Worried?

• The employers offer is likely to increase Hmmm…

Do NOT Agree


•Research and answer the following questions:▫What range would the company have to pay to find someone like me?▫If I don’t take the job what would the company have to offer to find

someone as good as me?

Know Your Worth


• It is not beneficial to “play it cool” because you do not want to come off as eager or desperate

• Employers hire enthusiasm over cool• It is essential that your attitude matches the

personality you have been displaying

Don’t Play it Cool


•Once you have gained more information about the position and priced your worth clearly identify three different numbers:▫Ideal

If you’re not slightly uncomfortable with asking for this number then it’s not high enough

▫Satisfactory▫NO-GO

Frame Your Negotiation


•There are many other benefits you can negotiate other than salary if the employer is not open to increasing their offer:▫Transportation ▫Professional Development▫Tuition Reimbursement (helps if it’s related to your field)▫ Flexible schedule or telecommuting ▫Daycare Reimbursement

•The key is to identify the “what do I need” in the beginning of your job search

Salary Isn’t Everything


The good news is you DO have options when it comes to filling out the salary box on applications. However, each option has its risks.

The Salary Box

•Option 1▫Enter in the lowest possible salary you are willing to take

•Option 2▫Enter the salary you want (based on your history, and the research you have done for the

job). • The Risk▫You may price yourself too low or screen yourself out for pricing too high

• The Solution▫ If you priced too low and are invited for an interview do not mention it. When the time comes

use language that will bring you back to a negotiation level. ▫ If you feel you priced too high seek out a direct connection to vouch for you to the hiring

manager

Numeric Requirements

Source: “How to Handle Salary Requests on Online Application Forms” via WiserUtips.com by Kathy Bernard

•Option 1▫Ignore the request

•The Risk ▫You may not get an interview because you did not follow directions

•Solution▫Instead of ignoring the question write a response stating you would like to

arrange an interview to learn more about the job, and that you are confident they will find your requirements negotiable after learning more about the job duties and benefits

Numeric Response NOT Required


•Option 2▫Include your salary history rather than your salary requirement

•The Risk▫If you feel your salary history is more than what this company is willing to

pay you will already screen yourself out•Solution▫If you are given extra space add a narrative stating you do not require

making the same amount and you are more interested in working in a satisfying job



•Option 3▫State a range

•The Risk ▫Employer might opt to pay you the lower end of the range

•Solution▫Add a follow up statement that will allow you to negotiate higher later ▫State that your range depends on the the job requirements and other

benefits that are offered



Resources to Get You Started…

•One of the largest crowdsourcing databases with over 54 million individual salary profiles

Payscale.com

•Allows you to search the average salary for positions•Holds other resources such as articles, education planning resources

and job search tips

Salary.com

•Holds a growing database of more than 8 million company reviews that include salary reports

Glassdoor.com

Comments & Questions

Documents

Accepting the Offer