•What do you do when asked for your salary or salary range; or what did you make last year?

•Ask a question - “What’s the range for this position?” “What the budget for the position?”•“My salary range is from $$ to $$/year” or “My salary in my last position was $$$. Is this in the ballpark?”•What are you worth? – Matthew 10:29-31•Should you accept a salary less than you were making?•Know your target market!

The Art of Negotiating your Offer & Closing the Deal

• Know your salary range!• Variables – level of position? changing career fields? relocating? the firm’s business condition, your circumstances• When is the best time to talk salary?• Avoid discussing salary as long as possible.• The Game may begin before the Game begins.• Total compensation package – base, bonus, benefits and the intangibles.

Salary Negotiation

Knowledge is power!• What can give you an edge? Getting salary information• What kind of market is it for someone with your skills? • Where do you get salary data?• Salary Wizard (www.salary.com) (also on Monster –

http://careeradvice.monster.com/salary-benefits/home• Salary range by job title, level & geography• Salary Expert (www.salaryexpert.com) • Indeed.com (www.indeed.com/salary)• GlassCeiling.com (www.glassdoor.com) • HomeFair (www.homefair.com) offers other tools on cost of

living & housing (CoL & housing data also on Monster) PayScale(www.payscale.com) is another site

Salary Wizard

Salary Wizard example

SalaryWizard results

Salary.Com example

Indeed.Com example

Indeed.Com example

Glassdoor.com example

Negotiations

• Full scope of responsibilities• Is this a firm offer? Approvals required?• Always bargain in good faith!!!• Assess the monetary value of the benefits• Access intangibles – working virtual, drive• Request the offer in writing• Always take time to think it over – what’s

reasonable• Counter offers

Counter Offers• Offer too low – ask for an increase based on the research

you’ve done• What do you say? “I understand $50,000 is lower than what

other companies are paying. Can we discuss increasing this offer to _____?”

• “I understand $50,000 is lower than the level of skills & experience I bring. Can we discuss increasing the offer to _____?”

• If NO, inquire about a signing bonus, additional vacation, stock options, relocation, educational reimbursement.

• Inquire about early promotion or merit increase

LOCKE ALDERSONRecruiter Resource & Career Consultant

41 years in Recruiting & 14 years in Career ConsultingAlderson & Associates

Now with Mullin International

formerly withOracle, Siebel, Raytheon Systems, E-Systems,Rockwell Microelectronics, Litton Data Systems,

Continental AirlinesSeptember, 2015

LockeAlderson@gmail.com