1. Offer, Acceptance and Negotiation
Making an Informed Decision
Undergraduate Career Services
Kelley School of Business

2. The Challenge knowing your bargaining position
making an informed decision
savvy negotiation
accepting the offer

3. Bargaining Position strong position more typical position
lots of offers, outstanding tech skills, little competition
name your price, but w/strategy
you want them glad to have you, not resentful of your demands
more typical position
really want the job
terrified of losing it by being too aggressive
doesn’t negotiate effectively

4. Know The Market research accurate salary data deviations
Use UCSO resources
deviations
evaluate bargaining power
alternative plan
lowest acceptable salary

5. What Can The Employer Offer
salary
signing bonus
commissions
moving allowance
early performance review
health plan
tuition reimbursement
stock awards or options
profit sharing
pension or 401(k)
lifestyle issues
severance package

6. Salary Statistics Class of 2008
Supplement a competitive salary or to lure you away from a competitor
Maintains departmental salary structure
Risks possible, know the details

7. Bonuses best if tied to measurable criteria
requirements for earning it
sales performance
work performance
customer satisfaction
money saved
recruiting new staff member

8. Commissions sales goals
commission percentage, standards for meeting it, and additional rewards for exceeding goals
size and location of sales territory, degree of exclusivity, and access to specific accounts
length of time to keep the territory if you meet your goals

9. Moving Allowance Negotiable Reimbursement What will it cover?
Distance from home address
Type of position and industry

10. Health Plans plans vary open-enrollment not negotiable
payroll deduction
employee contribution
medical, dental, prescription options

11. Tuition Reimbursement
benefit coverage
restrictions
loans or grants
continued obligation
sponsor educational opportunities
informal, on-the-job training
mentoring
formal courses and seminars

12. Stocks, Profit Sharing, Pensions
employer contribution
employee contribution
time for vesting
length of estimated employment
no guarantee
incentive/performance

13. Early Performance Review
for salary increase or promotion
request a 6 month or even 3 month review
you can make a significant impact that fast?

14. Decisions, Decisions?

15. Negotiation not like buying a car your personal bottom line they offer
you counter
they counter offer…
your personal bottom line
more, less, acceptable, decline
avoid aggravating the employer

16. Avoid Pushing Too Far deal may be rescinded
invite over-scrutiny and criticism
have to live in the climate you create

17. End of Negotiation Signals
final words that signal the end
“I just can’t go beyond what I’ve agreed to already”
“I think your expectations are beyond what we can do”
“Please consider this our final offer”
continue to push will cause alienation and negative outcomes

18. Work/Life Balance location travel schedule balance work and family
future stability
company culture

19. Accepting A Job Offer get it in writing
title and major responsibilities
start date
supervisor
salary
other forms of compensation
benefits
special arrangements
keep a signed copy in a safe place

20. Employment Prerequisites
physical exam
drug screen
citizenship or immigration status
security clearance
background investigation
credit, criminal records, travel history
verification of academic credentials
official transcript

21. Asking for More Time
ask yourself, “why do I need more time, what am I looking for?”
be reasonable
can usually get more time
if negotiations have been verbal, ask to receive the terms in writing
ask for a few days to consider the offer
clarify a few points if more time needed

22. Declining A Job Offer act decisively; don’t string them along further
call or a thank you
graciousness means you won’t burn any bridges
do not need to explain

23. DON'T Renege An Offer Offer Acceptance contractual relationship
STOP all job search activities
disrespectful
lacks integrity
dishonest
unethical

24. Report Employment