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Student Support Services
Salary Negotiations-
What Are You Worth?Developed by Herm Allen
Designed by Alex Wilson
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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)
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2. Three Options When Negotiating Salary
• 1. Accept the offer
• 2. Reject the offer
• 3. Ask for something elseNote: Regardless
of your decision it is advised that you, “sleep on it” for a couple of days
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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
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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
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4. Conduct Your Own Salary Survey
• 1. Contact personal offices (in desired industry)
• 2. Occupational Outlook Handbook ( in print or online: www.bls.gov/oco)
• 3. America’s Career Information Network (www.acinet.org)
• 4. National trade and professional associations
• 5. Library resources
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Questions/Comments
*To earn credit for this workshop please see Herm for evaluation sheet.*