ࡱ> W ebjbj %`]22228Ly ZBg " []]];TT@ $!#nd  c g d 22mB    28[2222 [ , 7hj[dЮ ~KProfessor Huber's Excellent Tips To Negotiate Your Salary By Dr. Vandra L. Huber Professor of Human Resources University of Washington Business School Stage 1 Preparation Accredit Your Job Worth. It's up to you to teach the employer why you are worth a high salary. To reach your objective, your skills and accomplishments must be presented in a clear and organized way. It's best to start the process as soon as possible, namely on your job resume and in your cover letter. In subsequent interviews, during site visits and during job acceptance negotiations, reiterate your value added skills. To accredit your salary proposal consider doing the following: A resume which chronicles your job history as well as makes salient your key competencies(See Sample for Cyberspace resume Kit).. A chronological resume delineates your work history but makes it inherent upon the recruiter to extract pivotal information. Rather than leave this to chance or oversight, make the job easy for the employer and summarize YOUR value added attributes in your resume. Concrete, specific examples are retained in memory better than sweeping generalities. Rather than vague adjective descriptors (e.g., "I'm highly motivated, creative and meet deadlines) include specific numerical (if possible) descriptors of the work you performed (e.g., Supervised a staff of 10; Generated monthly sales of $125,000; Handled 100 accounts valued at $3.25 million) In your cover letter include at least one specific example of a job accomplishment. Rather than saying "Served as a call center operator" say " I got 30% of all callers to purchase the weekly special. Annualized, this generated approximately $250,000 in increased revenue). Pepper your resume and cover letter with the firm's terminology (e.g. value added, core competencies, continuous improvement). This signals that you can help the organization achieve its objectives. It also cues the prospective employer that you know something about the organization's values and expectations. Rather than describing you by a string of vague adjectives descriptors, ask your references to describe one project that you did extremely well in their letter. Have them focus on the behaviors that they observed that lead to success. Take to the job interview a portfolio of your accomplishments (e.g. samples of executive briefings, elegant computer code, a significant memorandum, a report prepared for a class, an advertising campaign you developed for your local church group, a financial analysis prepared for a consulting class). 2. Conduct a Job Worth Bench Marketing Study Most organizations contend that they "pay a competitive wage." A few others contend that they lead the market (e.g., we pay at the 80th percentage for our industry). The challenge for the job seeker is to ascertain the veracity of such statements. This is best accomplished by comparing what the organization says it pays to what similar firms do pay. Wage and salary surveys help you do this. There are, however, several concerns with salary surveys: Specificity of job information. Salary surveys can be national, geographic, or industry specific. They vary in their specificity and depth. Salary surveys include a cross section -- but not all -- organizational jobs. If the job you are interested is included in a survey, you are in luck. If not, you will have to extrapolate, that is compare the content of survey jobs to the content of the job of interest and determine the degree of match. Regarding a specific job, some surveys merely list job titles. This is problematic because jobs may have the same title (e.g.., secretary) but differ significantly in content. more comprehensive surveys include brief job descriptions. This increases the likelihood that you are comparing apples to apples. Timelines of Salary Data. The usefulness of survey data depends to some degree on its recency. If the data in the survey is more than a few months old, it should be "aged", that is, updated into current or future dollars. For example, if the survey data was collected in 1997 but you will not be joining the firm until the summer of 1998, then the data would a year and half old. With the exception of high demand jobs (e.g. software engineers), salaries typically go up about 3-5% annually. So to make the data current you must adjust it upwards. For the previous example, the data would be 1.5 years old. Assuming salary went up 5% annually, then future value of pay would be (current salary X 1.075). Remember also that annual increases in wages do not always parallel increases in the consumer price index or inflation. 3. Know What You Want and Go Get It Thorough preparation (refer to negotiation preparation questions) breeds confidence and reduces the chance of losing control in a negotiation. Some useful questions to explore in advance of the salary negotiation include: What is your reservation wage (i.e. the lowest salary you would consider) What would you take in lieu of salary (Important for start up firms, public sector positions) What accomplishments in past jobs or educational achievement make you worth a higher salary? What is the market rate of pay for individuals (e.g. University of Washington MBAs) with similar background. How can you justify these numbers? If your last salary was lower than you demand now, how can you justify a higher salary. What objections might the employer have to your offer? How can you overcome these objections? What will be your opening position?. Remember, this is the upper limit on what you will get. Set it high. Better still let the employer make an offer first. 4. Understand Pay Policies and Structure. When you negotiate an initial salary or a pay raise, you are playing ball in the company's home park. Before you go up to bat, it is important for you to learn as much as possible about the compensation policies of the organization If the recruiter is reluctant to provide such information (she may not know the details!), a call to the human resources department generally and the compensation specialist specifically will usually provide the answers. Some useful questions include: What is your company's pay policy (e.g. lead, match, lag)? What firms do you compare yourself to? (e.g. Mayflower group, all software companies in the Northwest, regional accounting firms) Could I get a copy of the pay structure. Obviously, I am not seeking names of individuals just the minimum, midpoint, maximum and if possible, the compa-ratio (average pay of employees in a pay grade to the paygrade midpoint). Do you classify jobs into pay grades or bands? If so, how many and what are the salary ranges for those grades? Alternatively, what pay grade does job X fall into? What is the pay range for that pay grade When was the last time your pay structure was updated What is the maximum raise given? How is performance evaluated? What are the opportunities for advancement? What do you have to do to qualify for those opportunities? When and how frequently is an employee's worth re-assessed? What salary have you offered other new recruits in the same position? ( a useful question for women who tend to undervalue their worth relative to males) Stage 2 - The Negotiation Proper 5. Delay Salary Talk. Whenever possible, do not talk salary until you have a firm job offer. By delaying the subject of salary until later in the process, you can likely raise your worth in the employer's eyes and escalate their commitment to you. Loaded with information about your strengths, the employer will see you as a more valuable asset than you were in the beginning. When asked in an initial interview what salary you expect, use stalling tactics or turn the question back to them. For example: "I'm more interested right now in the job and whether we have a good match than I am interested in salary. "I'll consider any reasonable offer" You've indicated that it's your company 's policy to pay at the 80th percentile. Given that, I'm sure we can work something out." Ask them what the salary range for the position is. When they respond say, "I'm sure we can agree to something within that range." 6. What you don't ask for you don't get. Once a job offer has been made, the company is likely to "escalate its commitment" to you. That is, they are more likely to add to the package than withdraw the offer. Thus, you are likely to get more than they originally offered you -- particularly if you provide them the ammunition to offer more! Think about it from the company's perspective. If you take the first offer, they may suffer from winner's curse and wonder if they should have offered even less. Asking for more generally increases the perception of your value to the perspective employer. 7. Set Your Aspirations High. Always open with a figure higher than you expect to get. Some say it should be 5-20 percent higher than the top of their range. It's likely to get an emotional reaction but not necessarily a productive one. Instead, establish a fair value for your services. Then establish a range (optimistic to pessimistic). Any agreement within this range should be acceptable to you. And remember: Asking the potential employer for a range protects you from the biggest mistake possible -- naming too low a figure. This is particularly important for women who typically have lower reservation wages and will settle for less than their male counterparts. If you get the higher salary, you won't be welcome with open arms by other employees unless you convince them you've raised the negotiating floor for them! Hold your opening position as long as possible. 8. Get the base salary high. Your base salary anchors your future raises. Percentage increases are tied to it. Rather than taking a one time moving allowance, try to negotiate for that money to be placed in your base salary. Develop answers to why you deserve more money than you earned previously (See Skillful answers to hard questions). YearLow Starting SalaryRaiseHigh Starting SalaryRaise1$50,000.00$55,000.002$52,500.00$2,250.00$57,750.00$2,7503$55,125.00$2,625.00$60,637.50$2,887.5457,881.25$2,756.25$63,669.38$3031.885$60,775.31$2,894.00$66,852.84$3,183.46Total Raise$10,775,31Total Raise$11,852.84 If your starting salary is just $5,000 lower, you will lose more than $1,000 -- even if you perform the same and receive the same evaluations! Over a 30 to 40 year career, you've lost enough to buy a second home (okay not a really nice one but still...). 9. Focus on the future. Negotiations are future directed. You bargain for compensation in exchange for services yet to be performed. Emphasize your accomplishments, not your personal needs. The employer doesn't care what you need. 10. Silence is golden. You never loose a negotiation when the other person is talking. Let them talk. The language of motion and the language of emotion in addition to the language of words are equally important avenues of communication The average person only retains half of what is heard. You must listen to employer's concerns so you can demonstrate how you can meet them. Use reflective listening skills. The more the other party talks in the negotiation, the more they will like you and be willing to work with you to get an offer that is satisfactory. Pause and look dismayed after they make an initial salary offer. Give them time to think it over. 11. Negotiate in stages. It's useful to negotiate in stages. Getting a commitment in one area (starting salary) escalates the employer's commitment and makes the other items seem smaller than if it is negotiated in lump sums. If you find yourself getting tense, go to balcony and continue the negotiation at another time. Going to your balcony involves taking time out away from the negotiations to rethink issues, calm down and regroup, and perhaps rephrase questions or information 12. Ask the $2,000 - $5,000 question!!!! One question that has proven to be invaluable is the question" "Is that the Best you Can Do?" followed by one to two minutes or several days of silence. Silence allows the individual to consider what you've ask. Silence may be two minutes (no less on your part) or several days. You may need to give the spokesperson for the company the ammunition to justify your higher salary so they can "save face." Typically, the company representative will come back with an offer which is higher (usually $2,000 to $5,000). I did have one MBA student who asked the question and this salary jumped $14,000! 13. $$$ Create Added Value$$$ Even if a company appears hesitant to move on salary, they may have some latitude in other areas. Negotiate for these items after you've got your base salary as high as possible. While some fringe benefits are not negotiable (e.g. social security contributes, some retirement funds), other are. Some perks you might want to negotiate for include: Signing bonus --a one time fixed cost to the employer A salary review in six months rather than the traditional year. It gives you time to demonstrate your competence. Stock options -- that's how the Microsoft founders got rich! Extra equipment (fax, car phone, computers, home office). Cost of internet connection for home. Flexible work site (home versus office) Cost of accreditation examinations (e.g. CPA, BAR, SHRM examination), preparation Payoff of your student loans Child or elder care. Airfare and time off to see children living in a different city (divorced parent who took a job away from his children) Larger office with better furniture Starting date Extra insurance coverage Credit cards Low interest loans Flexible hours Company cars Extra vacation time Tuition reimbursement Continuing Education trips Average Fringe Benefits For Salaried Employees Expressed as Percentage of Payroll Published by U.S. Chamber of Commerce 1. Old-age, Survivors, Disability & Health Ins. (Employer FICA taxes) 6.2% rate for 1997 7.3 2. Unemployment compensation  0.4 3. Workers' compensation  0.8 4. Defined benefit pension plans  6.0 5. Defined contribution pension plans  2.1 6. Profit sharing  0.3 7. Stock bonus and ESOP  0.2 8. Net pension premiums under insurance and annuity contracts (insured and trusted) 0.1 9. Pension administrative and other costs 0.8 10. Life insurance & death benefits. 0.4 11. Hospital & major medical premiums 6.8 12. Retiree medical insurance premiums 1.3 13. Short term disability 0.1 14. Long term disability/wage continuation 0.2 15. Dental insurance premiums 0.6 16. Vision care, physical and mental fitness benefits for former employees 0.6 17. Paid vacations or payments in lieu thereof 6.3 18. Payment for holidays not worked 4.0 19. Sick leave pay 1.8 20. Employee education benefits 0.3 21. Other 2.1 Total benefits as percent of payroll 42.5  Stage 3 -- Closing the Deal 14. Delay a Final Decision. Agreeing on a salary, does not commit you take a job. You've only agreed on what your salary should be. Asking for a day or two to think about the offer allows you: To make sure you've thought about everything. Consider asking some of your peers if you have considered ever facet of the problem. To get a more appealing fringe benefits package or perks (e.g. child care allowance, bonus, raise in six months). To check out your other job offers to see if counter offers are forthcoming. To use the offer to get a higher offer from your employer -- if you really want to stay. Books on Salary Negotiations Chapman, Jack. 1996., Negotiating Your Salary: How to Make $1000 a Minute, Third edition, 1996. Ten Speed Press. $11.95, o Chastain, S.,1980. Winning the salary game: Salary negotiation for women, New York: John Wiley & Sons. Farr, J. Michael. 1995. The quick interview and salary negotiation, Indianapolis, IN : King, Julie Adair 1995. The Smart Woman's Guide to Interviewing and Salary Negotiations, 2nd ed.Franklin Lakes, NJ : Career Press, 1995. Tarrant, John, 1997. Perks & Parachutes: Negotiating Your Best Possible Employment Deal, from Salary and Bonus to Benefits and Protection, Sources of Wage and Salary Data Data SourceI. General Salary InformationA. JobSmart  HYPERLINK http://jobsmart.org/tools/salary/sal-surv.htm http://jobsmart.org/tools/salary/sal-surv.htm A wealth of information is available at this website. Has links to numerous salary surveys and readings on salary negotiations. Sometimes, this website doesn't come up automatically.. If that is the case, use a search engine and type in "http:// jobsmart.org/ B. Cost of Living Calculators. These links help you convert your current salary into the value of those dollars for various cities in the United States.1. Datamasters  HYPERLINK http://www.datamasters.com/cgi-bin/col.pl http://www.datamasters.com/cgi-bin/col.pl2. Computational Negotiations  HYPERLINK http://cis.gsu.edu/~wrobinso/negotiation.html http://cis.gsu.edu/~wrobinso/negotiation.html Explores various ways to provide a computational framework for negotiation.3. Salary Calculator  HYPERLINK http://www.homefair.com:80/homefair/cmr/salcalc.html http://www.homefair.com:80/homefair/cmr/salcalc.htmlII. Public Sector Published Salary SurveysA. Bureau of Labor Statistics  HYPERLINK http://stats.bls.gov:80/datahome.htm http://stats.bls.gov:80/datahome.htm The BLS has a 24-hour current data hot line with recorded information about the Employment Cost Index, employment situation, Consumer Price Index Producer Price Index and other information. Call 202 606-STAT. The State of Washington's BLS office is located at 400 E. Pine Street, #315. Seattle, WA. Telephone No 206 720-3396. Alternatively, use your world wide web browsers to locate the Bureau of Labor Statistics and see what you find. 1. Bureau of Labor Statistics  HYPERLINK http://stats.bls.gov:80/datahome.htm http://stats.bls.gov:80/datahome.htm2. Occupational Handbook  HYPERLINK http://stats.bls.gov/oco/oco1000.htm http://stats.bls.gov/oco/oco1000.htm2. Washington State Department of Employment Security, Market and Economic Analysis Division  HYPERLINK http://www.wa.gov/esd/lmea/lmeahome.htm http://www.wa.gov/esd/lmea/lmeahome.htm Address: ESD-LMEA, P.O. Box 9046, Olympia, WA 98507-9046 Phone: (360) 438-4800 Fax: (360) 438-4846III. Private Sector Published SurveysAdministrative Management Society 4622 Street Road, Trevor PA 19047 215 953-1040B. American Compensation Association P.O. Box 1176, Scottsdale, AZ 85252 (602) 951-9191C. College Placement Council, Inc. 65 East Elizabeth Ave, Bethlehem, PA 18018 (215) 868-1421D. The Hay Group  HYPERLINK http://www.haypaynet.com http://www.haypaynet.com 2299 South 18th Street, Philadelphia, PA (215) 875-2300 Contains general information on a wide variety of jobs. Includes job evaluation value using the Hay guidechart.E. Hewitt Associates  HYPERLINK http://www.hewittassoc.com/ http://www.hewittassoc.com/ 100 Half Day Road, Lincolnshire, IL (312) 295-5000F. Institute of Management and Administration 29 West 35th Street, 5th Floor, New York, NY 10001-22999 (212)244-0360G. KPMG Peat Marwick -  HYPERLINK http://www.us.kpmg.com/compben http://www.us.kpmg.com/compben 345 Park Avenue, New York, NY 10154 (212) 872-5770 H. William M. Mercer, Inc.  HYPERLINK http://www.rewardsys.com http://www.rewardsys.com 1417 Lake Cook Road, Deerfield, IL 60015 (800) 333-3070I Milliman and Robertson Seattle, WA (206)624-7940.J. Towers, Perrin, Forster & Co. 600 Third Avenue, New York, NY 10036 (212) 309-3400K. Clayton Wallis Company  HYPERLINK http://www.crl.com/~clwallis/ http://www.crl.com/~clwallis/ otherhr.htmIV. Professional SurveysA. Information Systems 1. Datamasters  HYPERLINK http://www.datamasters.com/survey.html#wc http://www.datamasters.com/survey.html#wc2. Source EDP  HYPERLINK http://www.espan.com/ http://www.espan.com/ Source Services Corporation, Dept. DED, 4545 Fuller Drive Suite 100, Irving, TX 750383. TechWeb  HYPERLINK http://techweb.cmp.com/techweb/cwk/current/salary1.htm http://techweb.cmp.com/techweb/cwk/current/salary1.htmB. Engineers1.. Adminstratiiive Association of Engineering Societies 345 E. 47th Street, New York, NY 10017 212 705-78402. Natiioial Society of Professional Engineers  HYPERLINK http://www.nspe.org/ http://www.nspe.org/ 1420 King Street, Alexandriia, VA 22314 (703) 684-2800 C. Human Resources Management1. Human Resources Management Society of Human Resources Management http:/1. /www.shrm.org/docs/magazine/chart4.htmlD. Banking Services1. Bank Administration Institute 60 Gould Rollinig Meadows, IL 60008 (312) 228-6200E. Sales and Marketing1. Robert Half International  HYPERLINK http://www.rhii.com/index.html http://www.rhii.com/index.html 552 Fifth Avenue, New York, NY 10036 (212) 221-65002. Sibson & Co. Inc.  HYPERLINK http://www.morganbanks.com/sibson/sb_exec.htm http://www.morganbanks.com/sibson/sb_exec.htm Pay Structure Questions What is your company's pay policy (e.g. lead, match, lag)? What firms do you compare yourself to? Could I get a copy of the pay structure? Do you classify jobs into pay grades or bands? What pay grade does job X fall into? What is the pay range for that pay grade When was the last time your pay structure was updated? What is the maximum raise given? How is performance evaluated? What are the opportunities for advancement? When and how frequently is an employee's worth re-assessed? What salary have you offered other new recruits in the same position?  EMBED Word.Picture.8   EMBED Word.Picture.8   EMBED Word.Picture.8  Consequences Of A Lag Policy Signals external environment and stakeholders that the firm may not be an employer of choice. Reduces the company's perceived competitive advantage Hinders the company's ability to attract key contributors Increases employee dissatisfaction and may lead to a realignment of effort Increases likelihood of turnover of key contributors May produce short term labor cost savings but may increase long-term costs because replacement employees typically cost more than seasoned employees whleft EMBED Word.Picture.8  Consequences Of A Match Policy Signals external environment That company is a competitively positioned employer Enhances a firm's ability to attract key contributors Employee dissatisfaction is minimized Reduces the likelihood of turnover of key contributors Pay system is generally perceived as fair.  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Huber Professor of Human Resources University of Washington Business School Stage 1  Preparation Accredit Your Job Worth. It's up to you to teach the employer why you are worth a high salary. To reach your objective, your skills and accomplishments must be presented in a clear and organized way. It's best to start the process as soon as possible, namely on your job resume and in your cover letter. In subsequent interviews, during site visits and during job acceptance negotiations, reiterate your value added skills. To accredit your salary proposal consider doing the following: " A resume which chronicles your job history as well as makes salient your key competencies(See Sample for Cyberspace resume Kit).. A chronological resume delineates your work history but makes it inherent upon the recruiter to extract pivotal information. Rather than leave this to chance or oversight, make the job easy for the employer and summarize YOUR value added attributes in your resume. " Concrete, specific examples are retained in memory better than sweeping generalities. Rather than vague adjective descriptors (e.g., "I'm highly motivated, creative and meet deadlines) include specific numerical (if possible) descriptors of the work you performed (e.g., Supervised a staff of 10; Generated monthly sales of $125,000; Handled 100 accounts valued at $3.25 million) " In your cover letter include at least one specific example of a job accomplishment. Rather than saying "Served as a call center operator" say " I got 30% of all callers to purchase the weekly special. Annualized, this generated approximately $250,000 in increased revenue). " Pepper your resume and cover letter with the firm's terminology (e.g. value added, core competencies, continuous improvement). This signals that you can help the organization achieve its objectives. It also cues the prospective employer that you know something about the organization's values and expectations. " Rather than describing you by a string of vague adjectives descriptors, ask your references to describe one project that you did extremely well in their letter. Have them focus on the behaviors that they observed that lead to success. " Take to the job interview a portfolio of your accomplishments (e.g. samples of executive briefings, elegant computer code, a significant memorandum, a report prepared for a class, an advertising campaign you developed for your local church group, a financial analysis prepared for a consulting class). 2. Conduct a Job Worth Bench Marketing Study Most organizations contend that they "pay a competitive wage." A few others contend that they lead the market (e.g., we pay at the 80th percentage for our industry). The challenge for the job seeker is to ascertain the veracity of such statements. This is best accomplished by comparing what the organization says it pays to what similar firms do pay. Wage and salary surveys help you do this. There are, however, several concerns with salary surveys: Specificity of job information. Salary surveys can be national, geographic, or industry specific. They vary in their specificity and depth. Salary surveys include a cross section -- but not all -- organizational jobs. If the job you are interested is included in a survey, you are in luck. If not, you will have to extrapolate, that is compare the content of survey jobs to the content of the job of interest and determine the degree of match. Regarding a specific job, some surveys merely list job titles. This is problematic because jobs may have the same title (e.g.., secretary) but differ significantly in content. more comprehensive surveys include brief job descriptions. This increases the likelihood that you are comparing apples to apples. Timelines of Salary Data. The usefulness of survey data depends to some degree on its recency. If the data in the survey is more than a few months old, it should be "aged", that is, updated into current or future dollars. For example, if the survey data was collected in 1997 but you will not be joining the firm until the summer of 1998, then the data would a year and half old. With the exception of high demand jobs (e.g. software engineers), salaries typically go up about 3-5% annually. So to make the data current you must adjust it upwards. For the previous example, the data would be 1.5 years old. Assuming salary went up 5% annually, then future value of pay would be (current salary X 1.075). Remember also that annual increases in wages do not always parallel increases in the consumer price index or inflation. 3. Know What You Want and Go Get It Thorough preparation (refer to negotiation preparation questions) breeds confidence and reduces the chance of losing control in a negotiation. Some useful questions to explore in advance of the salary negotiation include: " What is your reservation wage (i.e. the lowest salary you would consider) " What would you take in lieu of salary (Important for start up firms, public sector positions) " What accomplishments in past jobs or educational achievement make you worth a higher salary? " What is the market rate of pay for individuals (e.g. University of Washington MBAs) with similar background. How can you justify these numbers? " If your last salary was lower than you demand now, how can you justify a higher salary. " What objections might the employer have to your offer? How can you overcome these objections? " What will be your opening position?. Remember, this is the upper limit on what you will get. Set it high. Better still let the employer make an offer first. 4. Understand Pay Policies and Structure. When you negotiate an initial salary or a pay raise, you are playing ball in the company's home park. Before you go up to bat, it is important for you to learn as much as possible about the compensation policies of the organization If the recruiter is reluctant to provide such information (she may not know the details!), a call to the human resources department generally and the compensation specialist specifically will usually provide the answers. Some useful questions include: " What is your company's pay policy (e.g. lead, match, lag)? " What firms do you compare yourself to? (e.g. Mayflower group, all software companies in the Northwest, regional accounting firms) " Could I get a copy of the pay structure. Obviously, I am not seeking names of individuals just the minimum, midpoint, maximum and if possible, the compa-ratio (average pay of employees in a pay grade to the paygrade midpoint). " Do you classify jobs into pay grades or bands? If so, how many and what are the salary ranges for those grades? " Alternatively, what pay grade does job X fall into? What is the pay range for that pay grade " When was the last time your pay structure was updated " What is the maximum raise given? " How is performance evaluated? " What are the opportunities for advancement? What do you have to do to qualify for those opportunities? " When and how frequently is an employee's worth re-assessed? " What salary have you offered other new recruits in the same position? ( a useful question for women who tend to undervalue their worth relative to males) Stage 2 - The Negotiation Proper 5. Delay Salary Talk. Whenever possible, do not talk salary until you have a firm job offer. By delaying the subject of salary until later in the process, you can likely raise your worth in the employer's eyes and escalate their commitment to you. Loaded with information about your strengths, the employer will see you as a more valuable asset than you were in the beginning. When asked in an initial interview what salary you expect, use stalling tactics or turn the question back to them. For example: " "I'm more interested right now in the job and whether we have a good match than I am interested in salary. " "I'll consider any reasonable offer" " You've indicated that it's your company 's policy to pay at the 80th percentile. Given that, I'm sure we can work something out." " Ask them what the salary range for the position is. When they respond say, "I'm sure we can agree to something within that range." 6. What you don't ask for you don't get. Once a job offer has been made, the company is likely to "escalate its commitment" to you. That is, they are more likely to add to the package than withdraw the offer. Thus, you are likely to get more than they originally offered you -- particularly if you provide them the ammunition to offer more! Think about it from the company's perspective. If you take the first offer, they may suffer from winner's curse and wonder if they should have offered even less. Asking for more generally increases the perception of your value to the perspective employer. 7. Set Your Aspirations High. Always open with a figure higher than you expect to get. Some say it should be 5-20 percent higher than the top of their range. It's likely to get an emotional reaction but not necessarily a productive one. Instead, establish a fair value for your services. Then establish a range (optimistic to pessimistic). Any agreement within this range should be acceptable to you. And remember: " Asking the potential employer for a range protects you from the biggest mistake possible -- naming too low a figure. This is particularly important for women who typically have lower reservation wages and will settle for less than their male counterparts. " If you get the higher salary, you won't be welcome with open arms by other employees unless you convince them you've raised the negotiating floor for them! " Hold your opening position as long as possible. 8. Get the base salary high. Your base salary anchors your future raises. Percentage increases are tied to it. Rather than taking a one time moving allowance, try to negotiate for that money to be placed in your base salary. Develop answers to why you deserve more money than you earned previously (See Skillful answers to hard questions). YearLow Starting SalaryRaiseHigh Starting SalaryRaise1$50,000.00$55,000.002$52,500.00$2,250.00$57,750.00$2,7503$55,125.00$2,625.00$60,637.50$2,887.5457,881.25$2,756.25$63,669.38$3031.885$60,775.31$2,894.00$66,852.84$3,183.46Total Raise$10,775,31Total Raise$11,852.84 If your starting salary is just $5,000 lower, you will lose more than $1,000 -- even if you perform the same and receive the same evaluations! Over a 30 to 40 year career, you've lost enough to buy a second home (okay not a really nice one but still...). 9. Focus on the future. Negotiations are future directed. You bargain for compensation in exchange for services yet to be performed. Emphasize your accomplishments, not your personal needs. The employer doesn't care what you need. 10. Silence is golden. You never loose a negotiation when the other person is talking. Let them talk. The language of motion and the language of emotion in addition to the language of words are equally important avenues of communication " The average person only retains half of what is heard. " You must listen to employer's concerns so you can demonstrate how you can meet them. " Use reflective listening skills. " The more the other party talks in the negotiation, the more they will like you and be willing to work with you to get an offer that is satisfactory. " Pause and look dismayed after they make an initial salary offer. Give them time to think it over. 11. Negotiate in stages. It's useful to negotiate in stages. Getting a commitment in one area (starting salary) escalates the employer's commitment and makes the other items seem smaller than if it is negotiated in lump sums. If you find yourself getting tense, go to balcony and continue the negotiation at another time. Going to your balcony involves taking time out away from the negotiations to rethink issues, calm down and regroup, and perhaps rephrase questions or information 12. Ask the $2,000 - $5,000 question!!!! One question that has proven to be invaluable is the question" "Is that the Best you Can Do?" followed by one to two minutes or several days of silence. Silence allows the individual to consider what you've ask. Silence may be two minutes (no less on your part) or several days. You may need to give the spokesperson for the company the ammunition to justify your higher salary so they can "save face." Typically, the company representative will come back with an offer which is higher (usually $2,000 to $5,000). I did have one MBA student who asked the question and this salary jumped $14,000! 13. $$$ Create Added Value$$$ Even if a company appears hesitant to move on salary, they may have some latitude in other areas. Negotiate for these items after you've got your base salary as high as possible. While some fringe benefits are not negotiable (e.g. social security contributes, some retirement funds), other are. Some perks you might want to negotiate for include: " Signing bonus --a one time fixed cost to the employer " A salary review in six months rather than the traditional year. It gives you time to demonstrate your competence. " Stock options -- that's how the Microsoft founders got rich! " Extra equipment (fax, car phone, computers, home office). " Cost of internet connection for home. " Flexible work site (home versus office) " Cost of accreditation examinations (e.g. CPA, BAR, SHRM examination), preparation " Payoff of your student loans " Child or elder care. " Airfare and time off to see children living in a different city (divorced parent who took a job away from his children) " Larger office with better furniture " Starting date " Extra insurance coverage " Credit cards " Low interest loans " Flexible hours " Company cars " Extra vacation time " Tuition reimbursement " Continuing Education trips Average Fringe Benefits For Salaried Employees Expressed as Percentage of Payroll Published by U.S. Chamber of Commerce 1. Old-age, Survivors, Disability & Health Ins. (Employer FICA taxes) 6.2% rate for 1997 7.3 2. Unemployment compensation  0.4 3. Workers' compensation  0.8 4. Defined benefit pension plans  6.0 5. Defined contribution pension plans  2.1 6. Profit sharing  0.3 7. Stock bonus and ESOP  0.2 8. Net pension premiums under insurance and annuity contracts (insured and trusted) 0.1 9. Pension administrative and other costs 0.8 10. Life insurance & death benefits. 0.4 11. Hospital & major medical premiums 6.8 12. Retiree medical insurance premiums 1.3 13. Short term disability 0.1 14. Long term disability/wage continuation 0.2 15. Dental insurance premiums 0.6 16. Vision care, physical and mental fitness benefits for former employees 0.6 17. Paid vacations or payments in lieu thereof 6.3 18. Payment for holidays not worked 4.0 19. Sick leave pay 1.8 20. Employee education benefits 0.3 21. Other 2.1 Total benefits as percent of payroll 42.5  Stage 3 -- Closing the Deal 14. Delay a Final Decision. Agreeing on a salary, does not commit you take a job. You've only agreed on what your salary should be. Asking for a day or two to think about the offer allows you: " To make sure you've thought about everything. Consider asking some of your peers if you have considered ever facet of the problem. " To get a more appealing fringe benefits package or perks (e.g. child care allowance, bonus, raise in six months). " To check out your other job offers to see if counter offers are forthcoming. " To use the offer to get a higher offer from your employer -- if you really want to stay. Books on Salary Negotiations Chapman, Jack. 1996., Negotiating Your Salary: How to Make $1000 a Minute, Third edition, 1996. Ten Speed Press. $11.95, o Chastain, S.,1980. Winning the salary game: Salary negotiation for women, New York: John Wiley & Sons. Farr, J. Michael. 1995. The quick interview and salary negotiation, Indianapolis, IN : King, Julie Adair 1995. The Smart Woman's Guide to Interviewing and Salary Negotiations, 2nd ed.Franklin Lakes, NJ : Career Press, 1995. Tarrant, John, 1997. Perks & Parachutes: Negotiating Your Best Possible Employment Deal, from Salary and Bonus to Benefits and Protection, Sources of Wage and Salary Data Data SourceI. General Salary InformationA. JobSmart  HYPERLINK http://jobsmart.org/tools/salary/sal-surv.htm http://jobsmart.org/tools/salary/sal-surv.htm A wealth of information is available at this website. Has links to numerous salary surveys and readings on salary negotiations. Sometimes, this website doesn't come up automatically.. If that is the case, use a search engine and type in "http:// jobsmart.org/ 1. Salary.com  HYPERLINK http://www.salary.com http://www.salary.com Contains salary data for various locations. Includes job descriptions to match jobs.B. Cost of Living Calculators. These links help you convert your current salary into the value of those dollars for various cities in the United States.1. Datamasters  HYPERLINK http://www.datamasters.com/cgi-bin/col.pl http://www.datamasters.com/cgi-bin/col.pl2. Computational Negotiations  HYPERLINK http://cis.gsu.edu/~wrobinso/negotiation.html http://cis.gsu.edu/~wrobinso/negotiation.html Explores various ways to provide a computational framework for negotiation.3. Salary Calculator  HYPERLINK http://www.homefair.com:80/homefair/cmr/salcalc.html http://www.homefair.com:80/homefair/cmr/salcalc.htmlII. Public Sector Published Salary SurveysA. Bureau of Labor Statistics  HYPERLINK http://stats.bls.gov:80/datahome.htm http://stats.bls.gov:80/datahome.htm The BLS has a 24-hour current data hot line with recorded information about the Employment Cost Index, employment situation, Consumer Price Index Producer Price Index and other information. Call 202 606-STAT. The State of Washington's BLS office is located at 400 E. Pine Street, #315. Seattle, WA. Telephone No 206 720-3396. Alternatively, use your world wide web browsers to locate the Bureau of Labor Statistics and see what you find. 1. Bureau of Labor Statistics  HYPERLINK http://stats.bls.gov:80/datahome.htm http://stats.bls.gov:80/datahome.htm2. Occupational Handbook  HYPERLINK http://stats.bls.gov/oco/oco1000.htm http://stats.bls.gov/oco/oco1000.htm2. Washington State Department of Employment Security, Market and Economic Analysis Division  HYPERLINK http://www.wa.gov/esd/lmea/lmeahome.htm http://www.wa.gov/esd/lmea/lmeahome.htm Address: ESD-LMEA, P.O. Box 9046, Olympia, WA 98507-9046 Phone: (360) 438-4800 Fax: (360) 438-4846III. Private Sector Published SurveysAdministrative Management Society 4622 Street Road, Trevor PA 19047 215 953-1040B. American Compensation Association P.O. Box 1176, Scottsdale, AZ 85252 (602) 951-9191C. College Placement Council, Inc. 65 East Elizabeth Ave, Bethlehem, PA 18018 (215) 868-1421D. The Hay Group  HYPERLINK http://www.haypaynet.com http://www.haypaynet.com 2299 South 18th Street, Philadelphia, PA (215) 875-2300 Contains general information on a wide variety of jobs. Includes job evaluation value using the Hay guidechart.E. Hewitt Associates  HYPERLINK http://www.hewittassoc.com/ http://www.hewittassoc.com/ 100 Half Day Road, Lincolnshire, IL (312) 295-5000F. Institute of Management and Administration 29 West 35th Street, 5th Floor, New York, NY 10001-22999 (212)244-0360G. KPMG Peat Marwick -  HYPERLINK http://www.us.kpmg.com/compben http://www.us.kpmg.com/compben 345 Park Avenue, New York, NY 10154 (212) 872-5770 H. William M. Mercer, Inc.  HYPERLINK http://www.rewardsys.com http://www.rewardsys.com 1417 Lake Cook Road, Deerfield, IL 60015 (800) 333-3070I Milliman and Robertson Seattle, WA (206)624-7940.J. Towers, Perrin, Forster & Co. 600 Third Avenue, New York, NY 10036 (212) 309-3400K. Clayton Wallis Company  HYPERLINK http://www.crl.com/~clwallis/ http://www.crl.com/~clwallis/ otherhr.htmIV. Professional SurveysA. Information Systems 1. Datamasters  HYPERLINK http://www.datamasters.com/survey.html#wc http://www.datamasters.com/survey.html#wc2. Source EDP  HYPERLINK http://www.espan.com/ http://www.espan.com/ Source Services Corporation, Dept. DED, 4545 Fuller Drive Suite 100, Irving, TX 750383. TechWeb  HYPERLINK http://techweb.cmp.com/techweb/cwk/current/salary1.htm http://techweb.cmp.com/techweb/cwk/current/salary1.htmB. Engineers1.. Adminstratiiive Association of Engineering Societies 345 E. 47th Street, New York, NY 10017 212 705-78402. Natiioial Society of Professional Engineers  HYPERLINK http://www.nspe.org/ http://www.nspe.org/ 1420 King Street, Alexandriia, VA 22314 (703) 684-2800 C. Human Resources Management1. Human Resources Management Society of Human Resources Management http:/1. /www.shrm.org/docs/magazine/chart4.htmlD. Banking Services1. Bank Administration Institute 60 Gould Rollinig Meadows, IL 60008 (312) 228-6200E. Sales and Marketing1. Robert Half International  HYPERLINK http://www.rhii.com/index.html http://www.rhii.com/index.html 552 Fifth Avenue, New York, NY 10036 (212) 221-65002. Sibson & Co. Inc.  HYPERLINK http://www.morganbanks.com/sibson/sb_exec.htm http://www.morganbanks.com/sibson/sb_exec.htm Pay Structure Questions What is your company's pay policy (e.g. lead, match, lag)? " What firms do you compare yourself to? Could I get a copy of the pay structure? Do you classify jobs into pay grades or bands? What pay grade does job X fall into? What is the pay range for that pay grade " When was the last time your pay structure was updated? " What is the maximum raise given? " How is performance evaluated? " What are the opportunities for advancement? " When and how frequently is an employee's worth re-assessed? " What salary have you offered other new recruits in the same position?  EMBED Word.Picture.8   EMBED Word.Picture.8   EMBED Word.Picture.8  Consequences Of A Lag Policy " Signals external environment and stakeholders that the firm may not be an employer of choice. " Reduces the company's perceived competitive advantage " Hinders the company's ability to attract key contributors " Increases employee dissatisfaction and may lead to a realignment of effort " Increases likelihood of turnover of key contributors " May produce short term labor cost savings but may increase long-term costs because replacement employees typically cost more than seasoned employees whleft EMBED Word.Picture.8  Consequences Of A Match Policy " Signals external environment That company is a competitively positioned employer " Enhances a firm's ability to attract key contributors " Employee dissatisfaction is minimized " Reduces the likelihood of turnover of key contributors " Pay system is generally perceived as fair.  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