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 else Note: 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: 3. America’s Career Information Network ( 4. National trade and professional associations 5. Library resources

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