Student Support Services

Salary Negotiations-

What Are You Worth?Developed by Herm Allen

Designed by Alex Wilson

1. Negotiating Rules

• 1. Know what you are worth• 2. Whoever speaks first loses• 3. Entry level salary most important (determines next

increase)• 4. Do not discuss compensation until you have received a

firm job offer• 5. Wait for employer to make a specific salary offer (see

above #2 above)

2. Three Options When Negotiating Salary

• 1. Accept the offer

• 2. Reject the offer

• 3. Ask for something elseNote: Regardless

of your decision it is advised that you, “sleep on it” for a couple of days

3. Rules for Success• Orient yourself to job search

success• Value yourself (worth)

appropriately• Document your value (e.g.

achievements)• Use supports

-examples -statistics-illustrations -comparisons-descriptions -testimonials-definitions

• Project an image of value and success-resume -networking activities-letters -informational interviews

–applications -job interviews

Rules Continued

• Invest employer’s time in you (e.g. keep salary question until the end).

• Ask and answer questions intelligently

• Take (or bring) notes during negotiations

• Be realistic and seek common ground

• Be thoughtful and develop positive relationships

4. Conduct Your Own Salary Survey

• 1. Contact personal offices (in desired industry)

• 2. Occupational Outlook Handbook ( in print or online: www.bls.gov/oco)

• 3. America’s Career Information Network (www.acinet.org)

• 4. National trade and professional associations

• 5. Library resources

Questions/Comments

*To earn credit for this workshop please see Herm for evaluation sheet.*