THE MOST IMPORTANT CAREER CONVERSATION WE DON'T WANT TO HAVE - - PowerPoint PPT Presentation

THE MOST IMPORTANT CAREER CONVERSATION WE DON'T WANT TO HAVE

RONDA ANSTED, DMGT, MSW (DOCTORATE OF MANAGEMENT, MASTERS IN SOCIAL WORK) FOUNDER OF BE THE CHANGE CAREER CONSULTING CREATOR OF MY CAREER DESIGN STUDIO

Preparing for Salary Negotiations

CAREER DESIGN PROCESS

• Identifying your strengths, goals, interests, and passion (”Raw

Materials”)

• Prioritizing the most important components of your future career

(“The Napkin Sketch”)

• Creating your job search strategy: researching, networking, targeting
• rganizations, and planning (“Career Design”)
• Getting the job on your terms through a strong resume, social media

profile, interview skills, and salary negotiation prep (“Career Creation T

• ols”)
• T

ake notes at bethechangecareers.com/salary

INTERNAL PREPARATION

• Knowing your strengths
• Knowing your value
• Knowing your goals
• Knowing your priorities

q Salary q Flexible schedule q Job Title q Vacation time q Health benefits q Training/Education/Learning q Travel

EXTERNAL PREPARATION

• Market research
• https://www.careeronestop.org/toolkit/wages/find-salary.aspx
• www.salary.com/category/salary/
• www.payscale.com/
• Informational interviews
• Organizational research
• http://www.glassdoor.com/
• Informational interviews
• Knowing your bottom line
• Thinking creatively

THE NEGOTIATION PROCESS

• Understanding leverage
• Understanding timing
• Prepping for the application
• Prepping for the interview
• Prepping for the job offer

THE NEGOTIATION PROCESS

• Understanding leverage
• Understanding timing
• Prepping for the application
• Prepping for the interview
• Prepping for the job offer

Chopra, Karen (2012) “Coaching Career Clients on Salary and Other Workplace Negotiations”

STRATEGIES FOR THE APPLICATION

• Government applications
• Online applications with required salary fields
• 00000
• $70-80K neg
• 75000
• Salary expectations required in the cover letter
• “I’m open to a salary in the $x0,000 to $x0,000 range depending on the final details
• f the position”
• “SALARY EXPECTATIONS: $x0,000 to $x0,000, negotiable
• “The job posting for this position asks for salary requirements. Because positions of

this sort can vary greatly in compensation, I’m prepared to be flexible regarding salary; I’m eager to learn more about the position.”

STRATEGIES FOR THE INTERVIEW

• Goal is to avoid giving a number, especially if you have avoided doing so
• The salary expectation three-step:

Avoid, Assure, Pivot

• Examples in

Avoiding

• “I’ll be happy to give you a salary range once I have a better understanding of the work expectations”
• “My salary history is personal and I prefer to keep it private”
• Examples in

Assuring

• “I’m sure if everything else falls into place, salary won’t be an issue”
• “Please know that I’m flexible depending on the work requirements”
• “Based on my research, I’m confident it won’t be an issue”
• Examples in Pivoting
• “If I take this job, and have an outstanding first year, what will I have accomplished?”
• “How is performance evaluated in this organization?”
• “Where do you see this organization heading in five years?”
• “What would you say is the greatest strength of this organization?”

STRATEGIES FOR THE JOB OFFER

• Get it in writing
• Ask for a reasonable time for consideration of their offer
• Negotiate the job offer over the phone, preferably with everyone who

needs to approve the offer

• Start the conversation with something like “I’m really excited about this
• ffer but after discussing it at home, I was wondering if there was anything

more we could do in terms of salary?”

• Ask for more than you expect to get and as much as you can back-up by

research; justify every ask

• Stay positive, polite, and enthusiastic about the job
• Let them feel like they’ve won

PRACTICE SCENARIO

• Divide into groups of 4, then pair off within the groups
• Strategize with your partner, you will then do a mock interview and job
• ffer with someone in the opposite pair
• This is for a job with a range in the $70s
• [Private] Previous salary was $45,000
• [Private] Hiring manager has previously wasted a lot of time with

people expecting a six-figure salary

• [Private] Budgets are tight and previous employee made $65,000.

Increasing the salary would mean that you’d have to cut costs somewhere else.

PRACTICE SCRIPT

• Interview Question 1: “T

ell me why I should hire you?

• Interview Question 2: “What are your salary expectations?”
• Answer with the Three Step
• SWITCH
• Job offer: $65,000 salary, two weeks of vacation, decent health benefits
• INTERVIEWEE: Start job offer negotiations with a question
• EMPLOYER: Be hesitant
• INTERVIEWEE: Give a counter offer
• EMPLOYER: Give a counter-offer to the counter-offer
• INTERVIEWEE: Negotiate any final benefits or perks

SALARY NEGOTIATION PREP GAME PLAN

• What areas are you the most comfortable with? The least?
• Articulating your relevant strengths
• Answering the question “Why should I hire you?”
• Market research on salaries
• Answering salary questions in your cover letter or application
• The salary expectations three-step
• Negotiating your salary after the job offer
• What will you do to prepare?
• When will you do it?
• Who will hold you accountable?
• Where are you now on a scale of 1-5?