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my name is jessica melita and i'm assistantdirector in career services. i specifically work with the students in the college of engineeringand computing and the stem majors in the college of arts and science. if you aren't one ofthose majors, you can feel free to come up after the presentation and i can let you knowwho your specific career advisor would be. the reason we do that in our office is becausewe're specifically catering toward the different majors we work with and then those employersand those graduate schools. but today i'm going to be talking about salary negotiationtools and techniques and we're going to have a lively discussion hopefully about if youall had to negotiate salary before for an internship or job you have had in the pastor if you have heard about how to negotiate,
what some of your fears are, and then somedifferent techniques to negotiate salary. so, to start out, we typically suggest incareer services that you don't try to bring up salary negotiation until the employer does.does anyone have an idea of why we would suggest to do that? he said so it doesn’t seem likeyou’re all about the money. if you go in a first round interview and say, “hey i'mreally great at this, you should hire me, and these are my salary requirements.†theymight get a little offended because they have two or three other interviews after that andyou might not be one of their final candidates. so, they might be really concerned that, youknow, we're not even sure this person is a good fit for our organization and they'realready talking to us about money. so, has
anyone ever looked online maybe for an internshipor job and you actually saw that it asked you for your salary requirements? so whatdid you do in that situation? did you put a range or number? that's really good—shesaid she’s a supply chain major so she had access to a newsletter that talked about differentsupply chain majors and what they were making in different parts of the country. that'sexactly what you want to do. you don't just want to go in there and say this is a requirementon the hr application, i have to fill that out and just put a number. you don't wantto put a number that's too low for the requirements you might have and the skills you might need,but if you put something that's too high, they might say, “this student just askedfor 50,000 dollars and we're not paying our
entry-level students 50,000 dollars, we'repaying someone with maybe five or six years experience 50,000 dollars.†so, doing thatresearch beforehand is really good. at the end of the presentation, there's differentlinks in the presentation that talk about some of those websites that are very generalized,but then also on our career services website, there's specific newsletters you can linkto to learn about that salary negotiation. so when i asked if she had done a range, whydo you think a range might be a good idea as oppose to a number? so you can negotiate.because, again, if she put 32,000 dollars, but they were accustomed to paying their employees32 to 35,000, they might say, “great, she said she’s open to 32,000 dollars and that'swhat we're going to pay her.†but if she
put that range, she has a little bit moreability for them to say, “okay, based on her skills we can see from her resume, fromher interviewing, what we know about her from an internship she had here or a job shadow,we might start her off as a little bit more.†that's something we kind of talk about earlyon that the time to negotiate your salary is once you have been offered that positionbecause at that point in time, that's when that employer wants you and you have someof the power in your hands, whereas before you’re still interviewing, you’re gettingto know them and seeing if it's a good fit for you. so, telling people it's always agood idea to consider negotiating, just to consider it. because sometimes you might say,“they offered me my dream job in my dream
state in my dream city and they gave me 5,000dollars more than i thought they were going to give me and they gave me 10 more vacationdays than i thought. i'm good to go. i don't need anything else in that salary negotiation.i'm good.†sometimes it's not a requirement—if they gave me a lot more than expected or maybei see on their website or know from their entry level employees that they don't actuallynegotiate salary. sometimes large companies, especially investment banks or different recruitingfirms might hire in 20 to 30 entry level employees right from college and they might say, “you’restarting salary is this and that's non-negotiable.†just because they have so many people they'rebringing in that they can’t negotiate 5,000 dollars here, 500 dollars there, two vacationdays here. they kind of have their set expectations
for their organization and what they can payout. but some of those companies that you can get involved in that bring you into atraining program, you'll move up really quickly in two or three years and you will start toreceive bonuses. so if that's something you know this is a good fit for me, i know i havea lot of ability to move up, i have the ability to manage other people right away, do whati like. sometimes knowing straight out you can’t negotiate is good for you so you’renot embarrassing yourself by saying “i want to negotiate†and they said it's clearlyon our website or in the job description that we don't negotiate this specific job salary.so, definitely doing that research. you must have business reasons to negotiate. businessreasons include things such as i have certain
skills or i had done an internship that relatedto this area or i have three years volunteer experience with this organization, so i alreadyknow a lot of what you want me to know about, so you don't need to train me with this. ormaybe i already have the certification you want me to have, you don't have to spend 1,000dollars to send me to that conference because i already know this information. so businessreasons about your skills, your abilities, your experiences to negotiate. so again, afteryou get that job offer, you might know what they really like about you. hopefully duringthat interview process they’ve been telling you, “oh, we're really excited about thisclass you had or we're really excited you know how to use this piece of equipment oryou have this experience with customers. so,
keep track of that when you’re interviewingfor different jobs—things they notice about you that they point out that they say thisis what we're really excited about or this is really unique about you. keep track ofthat because if you start to learn about who else they're hiring, what they're minimumrequirements are, if you have above those requirements, that could be a reason to negotiate.so, you don't want to go in there and say, “i'm going to need more money because i'mgoing to be driving an hour to work,†or “i have a lot of student loans to pay off.â€you know, everyone has personal reasons for their own budget and why they would want tomake more money or have more incentives to apply for different jobs, but that's not reallythe reason to negotiate, and you want to go
into that conversation really focused on yourvalue to that employer as an employee. eventually, you'll start to talk to them about your personallife, other things you’re involved with, but that's not really a good reason to negotiate.i talked about that they want you. and finally, don't go into a negotiation—if you get ajob offer and you had done the whole interview process and you know you had another offeryou were this close to accepting, you got an offer the same day or a week before andyou were about ready to accept that, but another company came in and said we really like youand we're going to offer you the positionâ€â€”don't go to that second company that had offeredyou second and say, “i’ll take it if you give me this much money,†because if theyoffer you that much money and you don't take
it that's going to look really bad on youthat you’re trying to negotiate for a reason you’re actually not going to accept. doeseveryone get why that would kind of look bad? so again, realistically, looking at thosedifferent websites, going in and seeing what is an entry level employee actually makingin this field. if i go on to graduate school right after i get my undergraduate degree,i'm going to potentially be making more than someone who started out in this opportunityright when they came out of undergrad. those different websites--a couple that i’ll listat the end—payscale.com, glassdoor.com, salary.com, a lot of them if you google themthey come up right away because there are so many hits on those things because everyoneis doing a lot of research to say, “what
is going to be an appropriate amount thati should be asking for?†so having that research that you can see if you’re goingto be working in new york city, you might be making 5 or 10,000 dollars more than somebodyin oxford, ohio in the same job. just because the standard of living, the cost to live innew york city is a little bit higher than it is to live here in oxford, ohio. but that'ssomething to consider about yourself, if the salary looks really high i need to do someresearch about myself. if i live in new york, am i going to be able to have a car, am igoing to have to take the subway every day, am i going to have to pay 800 dollars morefor my apartment than i would pay in oxford, ohio? some of those things you might thinkcost the same amount of money certain places
are vastly different. so you can look at whatthose different geographical costs are based on your own budget how much money you mighthave for your cell phone payment, you rent, renter’s insurance, student loans, and reallystart to determine i see what the entry level position is for my industry, this is how muchmoney i really would hope to get. and aim high—if it's something you see someone’smaking 42,000 dollars as an entry level employee in dayton, ohio, that's kind of the averageand i have some of those skills that meet up with entry level employees or even more,maybe i'm going to ask for a little more, so they can try to negotiate that salary alot. typically, companies don't pull offers. so that's when we talk about it's somewhatrisky to go back to an employer and say, “i'm
really excited about this opportunity, i reallywant it, but i'm looking for more money,†and they might come back to you and say, “howmuch money are you looking for?†you don't want to throw out a number, you want to throwout a range, because again, they can see what your expectations are, but then also citingthose resources, saying, “i went on salary.com and i saw for an entry level employee witha bachelor’s degree this is what they're making and this is where i got this data from,â€so you’re not just throwing that number out there. they could come back and say, “wecan’t meet that demand. we've got a couple other employees we're hiring or we're makingsome cutbacks. this is the amount we can pay you and if you can’t accept that, then wecan’t offer you the position.†again,
typically companies don't do that. more oftenwhen i'm talking to students, they are apologetic if they can’t offer students more, especiallyif it's a realistic expectation, but there's going to be some ways we can talk about whatother things you can negotiate besides salary. so, what salary.com actually shows are peopleactually employed in those positions they actually put in that data that says i'm acareer counselor at miami university in oxford, ohio and i make this much money. so, it'sactual people saying that or it's actual—so in career services across the country, wehave professional organizations just as you all have professional organizations for yourmajors that collect that data. so when we say someone just got a position at deloitte,the salary calculator knows what different
students are making from their experiences.so, it's legitimate data. so if you say where you got that from, they know you have donethe research. if it's a big company or a small company, sometimes you can look it up by atitle. if you said i'm an account manager in denver, colorado there could be severaldifferent companies that have account managers in denver, so it's still the average of thatcity. sometimes you can see the actual company, other times you can see the city. you cankind of look it up that way, too. so, we started talking about salary negotiation, but otherthings to consider are things that aren't related to salary. sometimes that's reallyhard to think of what else am i going to need besides salary or what’s going to be importantto me. but thinking about the location. if
it's something you know that location is closeto family or friends or a new city you just want to try out, some companies might nothave their headquarters in a certain city, but they might have a new branch opening up.or a place that they only send their top candidates to because it's a new place and they wantto send really skilled applicants to, so being able to potentially negotiate what locationyou would go to could be really important. also, thinking of opportunities for advancement.i talked about that earlier that some companies will right away tell you this is where you’restarting out, but within the first year you could be at this level if you meet these differentoutcomes. maybe within 3 years you could be at this level with these different outcomes.a lot of times when you get promoted, you
get a different title, different salary range,and some other incentives such as trying things you want to have the opportunity to do more.also, flexibility of schedule. a lot of times you think 8 a.m. is really early in college,but in the real world a lot of people work 8 to 5 or later. but if you know you havegot some other obligations, maybe i do live far from work or maybe i want to go to thegym in the morning and my employer is going to let me work from 9 to 7 or they're goingto give me time to work even later in the evening or flex time. if i know i have a dinnermeeting that went until 8 at night, i don't necessarily have to come to the job the nextmorning until 10 a.m. not all employers do that. some say that's fine you had that meetinguntil 8:00 at night, but we need you here
at 8 a.m. just like everybody else becausewe want people to see you’re here, you’re working. so that flexibility of schedule isimportant to consider what would be the best fit for you. the culture of the organization.some of the organizations that recruit here at miami have business casual dress, othershave really casual dress—you can wear gym shorts to work. some people love that. they'relike i would love to wear gym shorts to work, they want to be in a more laid back environment,this is exactly what i'm looking for. maybe i'm not making quite as much money as i thoughti’d be making, but i know i can be in a place i enjoy, connect with my coworkers,socialize with them at work, after work, and that's something that's important to me ratherthan making a few thousand dollars more. start
to consider what could be important to youand jobs you liked in the past, what you liked about them, and start to investigate thatin your internships or jobs. also, travel ability, the ability that some companies willpay for different travel expenses to go to conferences or different work events. there'ssome companies that if you work throughout the week, as long as you’re back at workon monday, they don't care where you fly to in between that friday and sunday. they’llpay for that and then pay for you to get back to work. that's really nice because you canbe like, “oh, i was out in san francisco and i want to fly up to seattle and then goback to work on monday.†you could save a lot of money if you say this is a reallygreat time to explore and visit with friends
or family that are a little farther away.vacation time is another one. some of the larger companies definitely have more strictrules on vacation. they might say as you start out with vacation, you’re going to receiveone day per month and maybe that doesn’t start out until you have already worked forus for 6 months. sometimes they wait to make sure you’re an employee and you’re there,you’re committed, you’re a good worker until they start to give you that vacation.other companies say you’re going to get 1.8 days every month and you can use thatany time you want. some companies make you use vacation up—if you get 12 days in thatyear, if you don't use those 12 days then you lose it before you can get more vacationdays. a lot of times you can find out information
about that during the interview they’llstart to talk to you about what your contract actually entails, your salary, vacation, differentbenefits, but if you’re not sure and they're not talking to you about it during the interview,you can go on their human resources website and that's really the best way you can alwaystalk to hr, you know, “i'm really curious about what type of retirement benefits i wouldget, what ability do you have to match different benefits, can you tell me more about thatâ€rather than potentially talking to your boss about, “hey, i’ve got a lot of studentloans to pay back, i need to know how much money i'm able to contribute to retirementor how much money i can negotiate for.†planning is key. knowing your deal breakers.we say you want a certain type of salary,
but if you start to look at how much moneyam i going to be spending on clothing a month, how much do i anticipate spending on fooda month, and if you live off campus that's really easy to tell on average i spent thismuch money on food, i know how much cable costs, my phone costs; if you don't live offcampus some things might surprise you—renter’s insurance—does anyone have renter’s insurance?cool. everyone should have renter’s insurance. it's something that people don't think abouta lot to incorporate that into your budget, so insurance is one of those things, yourcar, your phone, your renter’s insurance, your apartment insurance. when you need itit's really important to have it because it could cost you a lot of money let’s saythere's a flood in your apartment and then
you have to replace all your professionalclothes you just bought. that adds up pretty fast. that's something that's not that muchmoney each month to pay into, but it's something you want to start to think about that whenyou’re not a student it could be something to consider. be prepared to listen and respondduring the salary negotiation. i talked about you’re not going to negotiate the salaryuntil you get the job offer. what will typically happen is they’ll say, “we're going tooffer you this job…†they’ll give you the title, “this amount of money and yourstart date is this time.†so, those are important things to find out. if you don'tknow those three things, you definitely want to get that in writing. then from there, that'syour opportunity to think is this the title
i expected to have (oftentimes you'll knowyou applied for that position, so that's okay), is this the salary we had talked about ori read about online (is this a lot more than i thought it was going to be, a lot less?),and then the start date. start date is another thing you could potentially negotiate dependingon when they are interested in having you. if they’ve been without that position fora while, they might need someone to start right away and you might not be able to takea vacation right after graduation if you’re looking for a full time job. but for somethinglike an internship, maybe they don't need you to start one week into the—or if youcan come back to school a week early if you have some training for an event you’re withon campus. so starting to think about things
that aren't salary, but could be importantto you to say, “i really wanted to take some time off†or “i'm going to be movingacross the country and it's going to take me two weeks to get there and find an apartment,get all my stuff there.†so, that's something that i want to start a little bit later. sometimesdifferent departments can negotiate things besides salary that are easier to do, suchas a later start date or maybe moving costs—it's going to cost 500 dollars to move from onecity to another city, sometimes they can find 500 dollars somewhere, but they can’t alwaysfind 1,000 dollars per year to give you or they can’t get hr to approve that. so thinkbroader than just salary that could be incorporated toward that. again, typically when they offeryou that salary offer you can say, “yep,
that's exactly what i want,†and they mighthave you log into a certain system and say this is what i accept. or they might haveyou actually sign a contract that says i'm committed to this organization. but if youwant to negotiate, that's usually something you’d get through email or be able to pickit up from the office depending on how close you are to them. if you do want to negotiatesalary, you usually have to set up a meeting or call them and say, “i'm really interestedin this offer, but i'm interested in negotiating my salary. is there an opportunity to do that?â€they might say, “sure, what are your salary expectations right now?†or “what areyou interested in?†and during that time that's when you want to have that data readyto say, “from my research on the nace calculator,
i saw that this is where an entry level employeeis starting, these are the specific skills i have, and this is why i think i should bemaking more.†sometimes even if it's a meeting you have face-to-face, that person isn’tthe only one that has a say if you get more money or not. sometimes they have to go totheir supervisor or hr and it might not happen right away. it might take 2 days, 3 days,it might take a week because whatever salary range you gave them, they might not be ableto meet that top salary, but they have to talk to other people about what they can meetand see if that fits your expectations. they might come back to you in a week and say,“you asked for 39,000 we can offer you $37,500.†but that might take a little while for themto get that to you, so be patient, don't bother
them, they're working on it. if they say wecan’t negotiate salary, then you want to have a plan of “is there anything else youcan negotiate? i see i get 10 vacation days to start out, is there a way i can get 5 morevacation days or i can start a little later so i can get my personal effects in order?â€so have a plan when you go in because some of them might be immediate “no,†but someof them might be “yep, we can work on it, but it's going to be a while.†so, knowingit's not going to be a one-time conversation. that's a really good question. he said, “i'mreally excited to work with you guys, but this other company has offered me more.â€one, never lie. never say you have an offer if you don't because that's going to lookreally bad on you—there's a lot of industries
that are really small that people know wherepeople are interviewing even if you’re not telling a lot of people. so, never lie butif there legitimately is another company that you would be doing something very similarthat they're also after you, but you like that company more and the timeline aligns,you can say, “i was interviewing at this other company and i'm more interested in yourcompanyâ€â€”if you are; again, don't try to negotiate if you’re not willing to acceptthat job, but then say, “this is what they're offering. would you be able to match thator go above that?†so, you can definitely do that. you can use that to your advantageto say somebody else wants me and if you can’t meet “demandsâ€â€”i'm not going to say“demand†because that's kind of hard if
you say, “i must have this†because they’llsay, “we can’t meet that. good luck,†and then you might be out two different jobs,so think about that before you go. but you can definitely leverage if you have otherjob offers. other questions? so, practice it—you can practice salary negotiation withcareer counselors, like myself, in our office if you say, “i have this offer coming in,i'm not sure how to negotiate it. i want to practice with someone, i want some differenttips.†even after salary negotiation workshop, we can do that. we give you that ability justlike we do the mock interviews to say that practice helps you ease it a little bit more.again, it's not personal. you really want to be talking about your values toward thecompany and your goals, not something that
is related to your personal experience. so,we talked about this—kind of your self assessment, knowing yours, the market value of the industry,similar companies, and cost of living data. similar to the question the woman asked inthe back, “what if i'm working for a small company?†that's what i'm interested inand maybe you can’t find salary data on that company, sometimes you can find salarydata on a similar company. that can be another great way to say i looked at your competitors—one,that's nice to know who their competitors are and you have done that research—butthis is what they're offering or this is what i know about. you can use that data, as well.these are other things we talked about knowing your values, being involved in those thingsthat might not be about salary. we talked
about a lot of these—another one is stockoptions. some companies that's something you can get right away as part of your packageor it's something you can negotiate. if it's a company you really believe in, you knowyou’re going to work hard for them, they might offer you stock in the company you’reworking for or maybe sister or brother or parent companies they have. so, if you’remore risky with your money, if you say hey i'm young, i’ve got a lot of time to investin stocks before i need to retire, i want to have that option, that can be somethingelse to negotiate and ask for more stock options. telecommuting—if you know you live a littlebit farther from work or you have a child to take care of, you can say, “is therean ability to work onsite monday through thursday,
but on friday i get to work at home. i'm goingto be working, i'm going to be accessible via phone, computer, skype. i'm going to bethere, but it's easier for my personal effects to have the ability to do that. some companiesmay say sure you’re absolutely allowed to do that. maybe some fridays or every otherfriday we're going to need you to come in for a meeting at 9 a.m. that might be great—youstill have every other friday fully at home that you can work at home. that's somethingthat's becoming more and more popular. tuition reimbursement—how many people think theywant to go to grad school sometime? grad school, medical school, dental school? cool. a lotof people. that's something that different companies might offer you the opportunityto pay for you to go back to school. that's
something to ask them what universities they'reaffiliated with, programs they know about, and see what their tuition reimbursement isbecause a lot of these things you might say, “i'm not worried about going back to gradschool for at least 3 years after i graduate. i spent enough time in school right now,â€but the best time to negotiate all those things is when you’re accepting that job offer.because if you go in down the line, they don't know they have those intentions and they mightnot be able to find those resources later on. so, these are all good things to talkto them about in the beginning. accelerated performance review: let’s say you go inand say, “i really want to be making this salary. i looked at salary.com, this is whatthey say a typical person in this city in
this type of organization makes. can you giveme that amount?†they say, “we're really sorry, we really want you, but we can’tgive any more than we offered. we hope you accept anyway.†one tactic is to say, “i'mreally interested, is there a way to talk about my salary 6 months in or a year in basedon my performance?†we caution people to be careful about that because depending onwhat that organization has you do in 6 months or a year, you might not have had the opportunityto really demonstrate your value and you might go into that performance review and say i’vedone all these things, but they might say, “we knew everyone else in your categorywas doing the same thing so, no, we're not going to give you any more money.†so, ifyou feel confident about that you can definitely
do that, but it is kind of hard to negotiatethat early on. business title is something else you can negotiate. if you know your titleis confusing to people outside your organization and you’re working with a lot of externalpeople, or you’re coming in with experiences that are higher than entry level positions,you could start out a little higher or a different title could be something you could negotiate.hours of work, bonuses, parking… parking costs a lot in different cities. if parkingcosts me 500 dollars to park downtown in cincinnati you may be like, “can you pay for my parkingpass?†and they’ll be like, “yeah. we can cover that.†so, again, it's about beingcreative and thinking about what are some of those things you might not initially thinkare related to salary negotiation but they
could cover… other things—company car,cell phone, computer, bonuses. does anyone know how people get determined their bonuses,like what the bonus is determined off of? a lot of times your bonus is 1 percent ofyour salary. so thinking about negotiating salary earlier on, if you’re making 35,000dollars and your colleague next to you is making 38,000 dollars, and if you have bothdone really well that first year and they say everyone in the company is getting a 2percent bonus, you’re not making as much as your colleague that's probably doing thesame type of work. so that's why it's also good to negotiate the salary earlier becausethose bonuses you’re going to be getting less than maybe those around you doing thesame thing. benefits, training, professional
development, to ask, “i really loved beingpart of this professional organization in undergrad that's related to this major, thisorganization. could you pay my 50 dollar membership fees?†yeah, they're all at the end. you'llfind a specific title that you’re interested in. it might say “business analyst†andyou can put in that city and then some of them have more specific companies and youcan see what is the entry level, median, upper level salary in that city but also comparedto the rest of the country. it's pretty cool once you start to investigate it and get thatdata. what do you kind of know about relocation allowances? if you know he had said he wasinterested in relocating to the carolinas, so that might be farther than chicago, butyou want to talk to them about that beforehand.
some companies might give you a lump sum andsay, “we can give you 200 dollars toward your relocation allowance. that's somethingwe just cover 200 dollars.†and they might write you a check for 200 dollars. other companiesmight say, “keep any receipt that's related to your relocation, whether it's a movingtruck, a trailer, new furniture, keep all that and turn in those receipts and we’lldetermine how much money we can give you based on a certain percentage.†other ones i’veseen be successful, it's usually a lump sum, a certain amount, or you can estimate it'sgoing to cost this much money so if you have done research, you know, this is how muchit's going to cost me to move. other companies simply move you for free. if you know that6 months you have to go somewhere to train,
and then after that they farm people out todifferent locations throughout the country, they might say, “we just pay for that. wehave a moving company we work with and you don't have to worry about anything besidestelling them where to be and when and you don't even pack your boxes.†they just comein, start packing things up, getting on the moving truck, you even put your car on there,they fly you out and get you there. so it's good to talk to those companies to see whatthey’ve done in the past or have an idea of how much would it cost me to get therebecause they might say, “okay, great, how much do you want?†and you don't want tosay 200 dollars if it's going to cost you closer to 800 dollars. try to estimate, butgive them a reasonable range, but something
that's on your higher end so you can get theinformation you need. other things on this list you had not heard of before or you’rereally interested in negotiating? he said he has a 3-week trip planned and dependingon some of the companies he’s looking at they have a start date that could be beforethat trip. so you don't want to be out all that money, like i had planned this trip,airlines tickets and whatnot. so, that's still part of the “salary negotiation.†salarynegotiation encompasses all this. i would talk to them when you have the offer to say,“i'm really interested, i want to accept, but i have this trip. is there any way i canstart a week later?†the start date is one of the ones that's a little bit more personalbased. you don't necessarily need to be like,
“i’ve got this trip with this, this, andthis.†just say, “i have a personal commitment that i'm wondering if i can start a week later.â€sometimes they can’t start you a week later depending on what they need, especially ifthey're bringing in a lot of people. they might say, “you need to participate in thistraining. it's mandatory training and there's no way we can catch you up.†if you needto be at this training, maybe you can ask is there any way i can conference call in?is there any way i can skype in? i can’t be there in person, but is there any way ican do that? they still might say no and that's something you have to consider, is this tripimportant to me, is this job important to me, but i at least tried. because until youask, the answer is going to be, “hey, this
is what we have to offer you.†so, tryingthose things and seeing what opportunities they can give you. because, again, if they'reoffering you that job, they want you. they want you to be happy in your position andthey want you to stay there. and by giving you an additional week of vacation beforeyou start, that employee remembers that and they're going to tell other people that wewere accommodating to them. and that is something we really feel is a value to our company thatwe want our employees to know about. thinking about all those different things is important.learning about the flexibility--i talked about the investment banking and consulting industriesare a little more strict. consult with us, i talked about that. so, when i talked aboutbefore the “demands.†you never want to
go in and say, “i must make this much moneyâ€because if they can’t give you that amount of money, that's when it could potentiallylead to “well we can’t offer you that and because you said “must†we're notsure we can work together to accommodate each other. but if you can go in and have a politediscussion about this is the research i’ve done, this is what i'm interested in doing,they can go back and check all those things, but you never want to use “must,†“haveto,†“need†because that could definitely turn people off. think about conversationsyou have had where it didn’t seem like there was going to be a compromise between the twoof you or a group. you really want the salary negotiation or any other thing you’re negotiatingto be a compromise to be the best fit for
what you want and what that employer wants.so, remember that compromise. don't commit to anything until you’re ready to accept—don'tsign any papers, don't say, “yep, i'm definitely ready for this.†a verbal acceptance—wetalk about this a lot in career services that you might say over the phone, “yes, we'vereached an agreement, i agree with all these things you have said and i'm committed tostarting this date with this salary, this title,†until you actually get somethingin writing, that's what you need. you need that via email, in writing, pick it up fromthe office, whatever they say because until that's in writing, they don't have on theirfiles that you’re officially an employee of their organization until you start. so,that's something you want to get. usually
most companies are pretty good about that.they’ll say we're going to send this to you or you need to come pick it up or it'sgoing to be delivered to you in the mail because you don't want to move to north carolina untilthey say yeah you definitely have a job with us. most of the time most companies do thatrelatively quickly but you want to be committed to them, but i don't say pull out of otherjobs until you have that paper in hand because you never know what might happen. if theytell you that you have 48 hours to reply back to us, you can let them know within that 48hours, if you have another company that told me they’d get back to me in a week, youcan let them know i have some other offers on the table, is there any way i can havea week? they might say, “we can’t do a
week, we can do 5 days. we're trying to geteveryone started.†accept what they said and call that other company you’re interestedin and say, again, “i have another offer on the table.†if that other company isthe one you’re more interested in, you know, i don't want to be out two jobs, i’m reallyinterested in you, can you tell me what your timeline looks like, can you tell me wherei'm at in your candidate pool? and sometimes they can expedite things for you, so talkto them about those opportunities. so, don't pull out of other offers until you get thatpiece of paper. it's also good to do research on companies and if you see a company hasnot been successful and has been laying people off a lot or there have been some sketchythings that have happened with certain companies,
you know they offer a position and 6 monthslater those people don't have jobs anymore. sometimes you can read about that in the news,those are things to really know about and consider before you accept an offer. if theycan’t meet your demands, you know this is what i really need to live in this city, topay my personal expenses, to meet the needs of my family, this is what i really need andi can’t negotiate anything else, you can say no. you can politely, always call themin the amount of time they want to know by, let them know, “i really enjoyed my interviewprocess, but this just can’t meet my expectations right now. i hope to continue working withyou in some capacity in the future.†so make sure you let them know you’re not goingto accept that opportunity. and if you know
sooner than later, let them know sooner, ifthey said you have two weeks to accept this opportunity and you knew a week in that youaccepted another job or you had other intentions or you didn’t like the position—if youwent in somewhere and they offered you the job and you’re like, “i would never workthere. i don't feel comfortable, i don't like it, i'm not going to negotiate salary,â€you can tell them that. don't be mean, don't say, “i'm never working with you people,â€just say, “i feel like there is a better fit for me elsewhere. i appreciate the offerâ€just because you don't want to burn those bridges right away. you always want them tothink you’re responsive, a good candidate, polite, all those things. i talked about neveradding to that negotiation list down the line
because a lot of people like to hear thosethings up front so they can accommodate you. stay positive and use your manners—thatdiscussion we talked about. there comes a point when you have said, “i'm interestedin tuition reimbursement†and they say this is how much we can give you, we can give you80% in the next 5 years and you’re like, “perfect. i thought i only had 3 years toget it done and your organization is giving me a little bit longer. that's great.†so,know when to stop. don't keep asking for things. have a priority list—first, i would wanta little more salary, then i want tuition reimbursement, then i want moving expenses,then i would want vacation. you don't need to ask for all those, but knowing some ofthose are easier to get. so, don't upset them,
know when to stop, and don't be greedy. andthen accept the offer. this talks about making sure that everything you talk about you getin writing because if you had talked to a hr person and they said, “sure, you canget two more days of vacation,†but if that's not listed anywhere especially if it's differentthan what other employees at your level have to opportunity to do, you want to get thatin writing just so they have that. it's completely appropriate—this happened to one of my colleaguesthe other day, they got a job offer and it was a different title than they were supposedto have, like completely different, a lower title than they were supposed to have. that'snot what they interviewed for and they wrote back, “i actually interviewed for this position,wanted to accept this role†and the hr people
were like, “oh yeah, absolutely. we're sosorry. we messed up.†tell them that earlier on so they can fix that before you go andsign things. that's important to read the fine print so you know what’s going on.if there's confusion at a later date, you have that written you can always bring thatto hr or supervisor or whoever would be able to accommodate you. final thoughts—it'snot mandatory. not every job or internship you apply for you’re going to negotiate,but always always consider it. avoid being the first to mention the salary figure. whatwe talked about in the beginning, you don't want to undersell yourself, but you also don'twant to say they're offering something really different and i haven’t done my researchyet so i'm going to just throw out a number.
avoid throwing out a number without research.if you do see on an hr application what is your range, usually i tell people if it doesn’thave an asterisk that says you have to fill this out, don't fill it out. or if it sayssubmit in your cover letter what your salary range is, if it specifically says somethinglike that, you want to do that research and say, “from my data on the nace calculatorbased on this city, based on this job title, this is what i found at entry level, so mybase would be this/this.†so you can write that in there. know your deal breakers. dothat research. i’ll be sending this powerpoint out for all of you. this first set of linksis different salary and information for 250 different occupations. the quintessentialcareers is more about tactics of salary negotiation,
so if you’re interested like “how do inot say ‘must’†or “what are appropriate terms to use†or “how can i start thatconversation?†that has a little more about that. jobstar has salary surveys so thoselists they're getting from different employers about how much money their entry level peopleare making, their mid-level people, upper management. vault is nice because it has differentthing relating to different geographical areas. all these, these are the ones i typicallyrecommend—salary, nace, glassdoor. glassdoor is really interesting, too, besides showingyou salary, it also will show you reviews of companies, so you can see feedback fromemployees about what they enjoy about the organization, what are some of the challengesabout the organization. there's also a section
on glassdoor called “interviews†and peopleactually write what interview questions they had been asked, what their interview was like,did they get the job offer, did they not get the job offer. so doing that research beforehandcan be really valuable for you that you know if i go in and i anticipate these are someof the questions that are going to be asked of me that's going to be really helpful soi can be even more prepared and a little bit less nervous during the interview. so thoseare the best ones to go to. then o*net we put on here if some of you are exploring likei have a certain major, maybe psychology. i could do 20 different jobs with my psychologymajor. there's not one thing i couldn’t do. o*net has a list of different job titlesand competencies for those areas and typical
job tasks. so, as you start to look at differentjob sites, what are some titles that are going to be appropriate for me? sometimes the jobdescriptions might give you a paragraph about what you’re going to be doing. that mightnot be enough to determine is that how i'm going to be using my skills to my advantageor what i want to be doing. i put those consulting firms on there—they're not free, but theydo have really good information. i always say go free first, like you can find a lotof information that's free on the internet, but that's just another resource that somepeople really find valuable. if you want to pay, those are the best ones. if you’relooking into things that are related government, healthcare, or state jobs, they also postthem on government websites. that's all. thanks
for coming.