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Sealing the Deal: Salary and Benefits Negotiations for Nonprofit Job Seekers

Sealing the Deal: Salary and Benefits Negotiations for Nonprofit Job Seekers . Paula Wishart Marianne Clauw . Agenda. Preparing for negotiation What is negotiable in an offer Employers’ perspective Negotiation process Tips for successful negotiation. Negotiating: Let’s Get Started!.

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Sealing the Deal: Salary and Benefits Negotiations for Nonprofit Job Seekers

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  1. Sealing the Deal: Salary and Benefits Negotiationsfor Nonprofit Job Seekers Paula Wishart Marianne Clauw

  2. Agenda • Preparing for negotiation • What is negotiable in an offer • Employers’ perspective • Negotiation process • Tips for successful negotiation

  3. Negotiating: Let’s Get Started! “We are prepared to offer you this position at a salary of $X per year.”

  4. Why should you negotiate? What employers are thinking: 99% acceptable to negotiate offers 90% expect to negotiate 90% want applicant to accept offer

  5. Why else should you negotiate? • Your salary sends a powerful signal that will follow you throughout your position • Wage discrepancy between men and women • They have already invested in you • You truly have leverage (key moment) • The worst they can say is “no” (most times)

  6. Why do most applicantsnot negotiate? • Fear of employer’s perception 80% of recruiters said an applicant who negotiates professionally makes a better impression than one who doesn’t • Fear of losing the job offer • Fear of conflict • Fear of the employer’s power • Fear of emotion • Fear of negotiating poorly

  7. Time to Negotiate! How do you prepare?

  8. How to prep for negotiation • Research websites on jobs & salary ranges • Identify and outline your non-salary job preferences • Determine “extras” you bring to the table • Determine additional remuneration considerations e.g., moving expenses, cost of living, etc.

  9. Negotiating beyond salary Hours/Schedule Vacation & sick days Tuition reimbursement Home office set-up Staff/Support Moving expenses Laptop computer Professional training

  10. The Basics • Control what you can control • Align your negotiation points with organization/individual’s bottom line

  11. POP QUIZ!When you counter an offer, the employer considers which issue most? • Your experience/education level • Salary equity within the organization • Market-value of your position • How much s/he wants you to say “yes!” • If you will have to move a great distance

  12. When you counter an offer, the employer considers which issue most? b) Salary equity within the organization

  13. Employer’s Considerations • The internal salary structure of the organization • Salary for similar positions in the industry • What the market will bear given the supply and demand for labor

  14. Negotiating: What the employer may say… • “What are your salary requirements?” • “We would like to offer this position to you at a salary of $X per year.”

  15. Employer: “What are your salary requirements?” • Show enthusiasm for discussing this once an offer is on the table “This is something I would be happy to discuss when I have a more complete picture of the position and the offer.”

  16. “What are your salary requirements?” “I realize that salary is an important issue, and I hope to discuss it with you in the near future. But I’d prefer to first focus our discussion on other issues such as my skills, experience, and education.” “I expect to be compensated at a rate that is commensurate with my education and experience.” “What would you hope to pay someone in this position?” • (If all else fails, give a very wide range!)

  17. “We would like to offer this position to you at a salary of $X per year.” Your choices: • Accept the offer immediately • Negotiate on the spot • Ask for more time to consider the offer • Turn down the offer on the spot

  18. Step 1: You get a job offer • Thank the employer and • Ask for time to consider the offer • Have a time frame in mind

  19. Step 2: Consider the Offer What to do while considering: • Be sure you have the information you need • Make a list of questions • Determine what to negotiate - salary + what? • Practice multiple responses • Close the gap on other offers • Decide if you really want the position!

  20. Close the Gap:Contact other potential employers • Inform other organizations about the offer • Try to find out their timelines • If necessary, negotiate for even more time • Schedule first choices earlier, if possible

  21. Ask questions, research, and evaluate the offer • Remember: an offer involves more than salary • Prepare to justify your requests • Ask questions! • Learn about aspects that are not covered in the offer • Explore their preferences and what is negotiable • This will make you appear more professional/in control

  22. Explore Salary PLUS! • Other hidden costs (eg., parking costs) • Hours/schedule • Relocation assistance • Start date • Benefits – vacation, retirement • Childcare, flextime schedules • Career advancement & reviews

  23. Step 3: Counter the Offer • Thank the recruiter for the offer • Restate your interest in the position • Indicate your desire to negotiate • State the salary (plus) you want • Provide reasoning for your counter • Allow recruiter to respond Steps in countering an offer:

  24. Possible Responses • “I am very excited to be offered this position. Regarding the salary, I was thinking more along the lines of $X because of what my research tells me about the market value and my additional experience in…” • “Thank you so much for the offer--this position is a great fit for me. My research tells me the range for this position is $X-$X and given my experience, I would find $X a more acceptable salary.”

  25. Salary PLUS! Responses • “I am very excited to be offered this position. In addition I am very pleased with the flexibility of the position and the staff I will be working with. However there are two areas that I would like to discuss—salary and start date. First, let’s discuss salary...”

  26. More on negotiating • Allow employer to respond • Be prepared with your reasoning • Have an ideal, an acceptable and “no go” number in mind • Always remain productive • PRACTICE (beforehand!) • Get it in writing – before and after

  27. Strategies for success • “Don’t fixate on one issue - make trades • Find issues important to them but not to you • Identify and state your value • Manage your emotions • Don’t divulge too much information • Be creative  one-offs can work! • Don’t act desperate • Be realistic

  28. How to Reject an Offer • Inform the person who made the offer directly • Remain diplomatic and positive • Do not provide negative feedback on institution • Emphasize your reason, and take ownership • Do not apologize, but thank them for their time and energy

  29. True or False Backing out of your verbal acceptance is no big deal. T or F? A employer’s verbal offer is not an official offer. T or F? You can use a second job offer as a tool for negotiating a higher salary from another employer. T or F?

  30. Tips, hints, and reminders • Ultimately this is your choice, so arm yourself with knowledge and make the right choice for you • Have an idea of your salary range ahead of time • Control what you can control

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