1. NEGOTIATE FOR WHAT YOU’RE WORTH
Today we’re going to talk about Salary Negotiation.
How many of you have ever negotiated salary or other benefits for a position?
How many of you have ever negotiated ANYTHING? (if few hands: “I’m hoping to change that today”)

2. WHY NEGOTIATE? So why negotiate?
Companies and organizations are expecting you to negotiate!
Women are less likely to negotiate
80% of employers say candidates who negotiate leave a more positive impression!
Nerdwallet infograph from

3. WHY DON’T PEOPLE NEGOTIATE?
What if you succeed…?
Why don’t people negotiate?
Out of fear, doubt, low expectations…
We just saw that 80% of students and grads who negotiate are at least partially successful!
Nerdwallet infograph from

6. GOALS OF NEGOTIATION
The key to a successful negotiation is to ferret out everyone’s interests so you can maximize the outcome for everyone. 
-Tina Seelig, Ph.D.
So…What are the goals of negotiation?
(I’m anticipating answers about getting more money for them, but nothing including it being a mutual benefit)
Is a goal of negotiation just to get you what you want, or also to get the employer what they want?
Tina Seelig, Ph.D., is a professor at the Stanford School of Engineering and she says that the key to a successful negotiation is to ferret out everyone's interests so you can maximize the outcome for everyone.
How many of you thought about negotiation in this way? As a mutual benefit?
Let me share an example.

7. WHEN TO TALK ABOUT SALARY?
“I’ve just completed a degree, and gained valuable hands-on experience through projects and internships. My salary history does not reflect that.”
Can you please tell me your salary history?
What are your salary expectations?
“I need to learn more about the responsibilities of the job, and the benefits you offer.”
“I can only evaluate salary in the context of total compensation.”
“Do you have a salary amount in mind?”
I need to know what salary you want in order to make you an offer.

8. PREPARATION: 4 SALARY FACTORS
Your salary will ultimately be based on four factors: 1. Market rates for the job 2. Assessment of your qualifications 3. The employer’s budget 4. Your skill in negotiating
#4: Your ability to negotiate is a key factor in your present and future income

9. NEGOTIATION BASICS: TWO PHASES
Preparation
When most people think about Negotiation they focus on the actual conversation, but just like the roots on a tree, your preparation will have the greatest impact on producing a good yield.

10. PHASE 1: PREPARATION
Subtract about 30% (taxes, health insurance premiums, 401K contributions, etc.) to determine take-home pay
Determine Your Worth (before the 1st interview) 1.
Add value for your relevant accomplishments, skills,
personal qualities 2.
30%
50%
20%
Needs
Wants
Savings & Debt
Create a Realistic Budget
What is the lowest salary you can afford? (= your resistance point)
Know when to walk away! 3.
Practice, Practice, Practice!

11. PREPARATION: BATNA Best Alternative To a Negotiated Agreement
What is the best you can do when the other party doesn’t negotiate?
Be prepared to list alternative perks you may want/need besides salary
Figure out their BATNA if possible
Are you the only candidate?
Do you bring special knowledge? Ideas for a program?

12. IT’S NOT ALL ABOUT THE SALARY!
What are some other items/ways you could negotiate?
Benefits
Time off
Schedule/Work Hours
Title
Wellness Perks
Professional Development Funds
Technology
Furniture or tools to make you a better employee
Moving expenses
Tuition benefits
Medical time
Childcare

13. PREPARATION: DETERMINE A ZOPA
Zone Of Possible Agreement
This should be a scale
Acceptable lower limit
Anchor
Reasonable upper limit
Your anchor is where you start and should be near the top so you have room to move down.
You should have a point you know in advance where you will walk.
ZOPA: When the range of salary they might offer intersects with the range that will make you happy.
Lucy’s ZOPA 25 year old NYC PR Assistant. Happy salary range is $55-65, and market range is $50-60, so ZOPA is $55-60
** ZOPA clip: (20:30- 21:07)

14. PHASE 2: NEGOTIATING THE OFFER
Thank them for making time to meet with you.
Make it collaborative: you and they share the same goal, getting you hired!
Think: what would make the situation work for everyone?
“Make it about them: Focus on serving and adding value, and what you love.” Casey Brown, TED Talk
Think and say “we” instead of “I”: Present multiple ways to implement your requests (e.g., taking added the time off in slowest month)
Present your salary research and other evidence
Respectfully and persistently make your case, while showing understanding for their points
Get any final agreement in writing before you sign!
Negotiate in person to see the nonverbal and manage the conversation accordingly highly preferable to phone, which is highly preferable to
Be Positive, Confident, and Respectful
Collaborative process—same goal: just discussing terms
Drop the “but…”
Manage silences: (Don’t get intimidated by silence.) Follow your points with silence so they can consider, and feel free to think quietly before you respond.
Show your specific interest in the position
Don’t assume they’re out to get you: they’re responsible for bringing you in “economically; you’re responsible for coming in on the best terms for you.
Be Persuasive
Don’t just ask for something: always tell the story that goes with it, showing (vs. just telling) the value you bring
Consistently make your case, pause, and smile
Get the terms you want for their reasons
Be positive:
State what you appreciate about the offer
“Let’s see if we can come up with a package that works for both of us…”
Kelly
You should always try to negotiation in person.

15. NEGOTIATING THE OFFER Tone - Be Positive!!!
Salary Negotiation is a discussion about your qualifications
Aggressive goals, but not aggressive behavior
Reframe negotiating from competition to problem solving
Incentives vs Threats
Affable v. competent – figure out a way to demonstrate competence without being arrogant or aggressive
Negotiate in person to see the nonverbal and manage the conversation accordingly highly preferable to phone, which is highly preferable to
Be Positive, Confident, and Respectful
Collaborative process—same goal: just discussing terms
Drop the “but…”
Manage silences: (Don’t get intimidated by silence.) Follow your points with silence so they can consider, and feel free to think quietly before you respond.
Show your specific interest in the position
Don’t assume they’re out to get you: they’re responsible for bringing you in “economically; you’re responsible for coming in on the best terms for you.
Be Persuasive
Don’t just ask for something: always tell the story that goes with it, showing (vs. just telling) the value you bring
Consistently make your case, pause, and smile
Get the terms you want for their reasons
Be positive:
State what you appreciate about the offer
“Let’s see if we can come up with a package that works for both of us…”
Kelly

16. NEGOTIATING THE OFFER Be Persuasive
Put your analysis and research to use. Use your research to show your interest in the position, company, or progression
Focus on the facts and objective criteria
Develop a compelling rationale
Present multiple packages, potential of better outcome and you appear more flexible
Negotiate in person to see the nonverbal and manage the conversation accordingly highly preferable to phone, which is highly preferable to
Be Positive, Confident, and Respectful
Collaborative process—same goal: just discussing terms
Drop the “but…”
Manage silences: (Don’t get intimidated by silence.) Follow your points with silence so they can consider, and feel free to think quietly before you respond.
Show your specific interest in the position
Don’t assume they’re out to get you: they’re responsible for bringing you in “economically; you’re responsible for coming in on the best terms for you.
Be Persuasive
Don’t just ask for something: always tell the story that goes with it, showing (vs. just telling) the value you bring
Consistently make your case, pause, and smile
Get the terms you want for their reasons
Be positive:
State what you appreciate about the offer
“Let’s see if we can come up with a package that works for both of us…”
Kelly

17. NEGOTIATING THE OFFER Anticipate Anticipate the employer’s needs
Explain how you fit their performance goals, products, and conditions
Anticipate responses and prepare conversational turns
This goes back to preparation.

18. NEGOTIATING THE OFFER: TO AVOID
Getting personal
Making assumptions
Rushing
Negotiating via
Hedging (being less direct)
Taking it personally
Over-negotiating

19. NEGOTIATING AN OFFER: LANGUAGE
Avoid “ummm”, “like”, and “just”
Avoid qualifiers
We might, I think, Maybe
Replace “but” with “and”
Be articulate and intentional with your words
Use specific amounts, not ranges

20. NEGOTIATING AN OFFER: BODY LANGUAGE
Take up physical space
Be a presence in the room. Don’t shrink down, showcase your confidence and belief that you deserve this.
Seem open and welcoming
Smile and remember you may work with them!
Stay engaged and focused on the goal

21. WHAT IF IT DOESN’T WORK? Don’t take it personally Choose your battles
If it is within your ZOPA and you are interested, take the position
You can always ask to revisit at a 6 month or 1 year performance evaluation
Walk away if it is below your ZOPA minimum
Easier said than done? What’s the opportunity cost?

22. EXERCISE: PRACTICE NEGOTIATING AN OFFER
Prepare & Pair up: Choose a ‘realistic’ prospective salary range, and review your strengths for the position
Explain why you should be higher on that range than their offer: (“Based on my salary research…”) (“Remember: I also bring x, y, and z strengths . . .”)
Be reticent: (Silence) (Limitations on budget) (Counter offer)
A. Deal with it: (Rephrase + maintain courteous silence) (Think of ways to make it work: “I could take the additional time off when we’re slowest.” “We could agree on goals, arrange a salary review in 3 months, and decide on making up the difference.”) (Request other items than salary – frame in terms of benefits to them)
B. Engage more positively: “Here’s what we could do…”
Have people choose a salary range that seems reasonable. (Keep in mind, you can do a real salary research later.)
Then practice in pairs for 3 minutes, each side. (A starts first round. B starts second round.)
If there is time, have them switch.
Then if time permits, debrief as a group.

23. QUESTIONS?
Have people choose a salary range that seems reasonable. (Keep in mind, you can do a real salary research later.)
Then practice in pairs for 3 minutes, each side. (A starts first round. B starts second round.)
If there is time, have them switch.
Then if time permits, debrief as a group.