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Job Offers and Negotiation

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Class Welcome and Overview

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Today’s class

Self-Advocacy
Evaluating a Job Offer
Negotiation Strategies

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Job Offers and�Negotiation

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You got a job offer, now what?

Ensure it aligns with your career goals

Ensure it aligns with industry standards

Self-advocate using negotiation strategies if needed

Understand its terms and conditions

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Self-Advocacy

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Self-Advocacy in Your Career

Knowing how to proactively communicate your achievements and contributions can lead to increased opportunities and advancement in your career.

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How to Self-Advocate

Build Strong Relationships

Communicate Confidently

Be Visible

Showcase Your Achievements

Prepare to Negotiate

When was a time you self-advocated?

Suggested comments

“Build Strong Relationships - Network with colleagues and industry professionals."
“Communicate Confidently - Develop clear and concise messages about your achievements and practice delivering these messages confidently."
“Prepare to Negotiate - Understand your worth and be ready to discuss your contributions and practice negotiation techniques to advocate for your needs and goals."
“Showcase Your Achievements - Keep a record of your accomplishments and highlight specific examples and their impact."
“Be Visible - Make sure your work gets noticed. Take opportunities to present your work in meetings or team settings."
“It can be helpful to think about other ways that you have advocated for yourself, and where you might need more practice in sharing your accomplishments, and professional goals with those around you.”

PRESENTER: Consider sharing a time you self-advocated in your career, then ask the class if anyone would like to share a time they self-advocated.

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Evaluating a Job Offer

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When evaluating a job offer, begin with your goals in mind.

Salary is important, but it is not the only important aspect of an offer.

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During the interview

Do not initiate a conversation about salary or the compensation package.
If asked about salary in the interview, respond by saying that you are more interested in finding a position that is a good fit and that you are confident the employer is offering a competitive salary.
If pushed for more information, respond with a salary range that is in line with what you researched beforehand.
Never accept a job offer on the spot, make sure you receive a formal offer with all of the information in the compensation package.
Ask the hiring manager for one to three business days to review the package.

Suggested comments

“Do not initiate a conversation about salary or the compensation package during the interview.”

“Normally the interviewer is not the person with the information about adjusting the salary or offerings of compensation packages.”

“Getting asked about salary in the interview is a difficult question to tackle. Respond by saying that you are most interested in finding a position that happens to be a good fit and you are confident that the employer is offering competitive salary.”
“If pushed, this is where your research pays off! Provide them a salary range that is line with what you had researched before. Make sure to provide a range.”
“Never accept a job offer on the spot! Always make sure to receive a formal offer with all of the information on the compensation package.”

“Ask for everything in writing.”

“Ask the hiring manager for one to three business days to review the package.

Be sure to ask for the HR department’s information in case you have questions.”

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Standard Terms and Conditions of a Job Offer

Job Title

Job Responsibilities

Work Hours

Work Location

Starting Salary

Health Insurance

Termination Agreements

Exempt or Non-Exempt (Tax Exempt)

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Optional Terms and Conditions of a Job Offer

Company car.
Cell phone.
Club/association membership.
Corporate recreation facilities.
Start date.
Early reviews with option for salary increase.

Paid vacation time.
Laptop.
Tuition reimbursement.
Commuting expenses/parking.
Parental leave.
Child care expenses.
Life insurance.
Health/dental/optical insurance.

Flex time.
Signing bonus.
Yearly/quarterly bonus.
Moving/relocation costs.
Profit sharing.
Retirement/401K.
Stock options/equity.
Incentive savings.
Paid training.

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Be Aware of Scams

Sensitive Information

Suspicious Forms of Payment

Aggressive Recruitment Tactics

Do Your Research

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In the next seven to eight minutes, you will be using the AI chatbot service, ChatGPT, to identify any terms and conditions of a job offer that may be specific to your industry. Follow the steps below to complete this activity:

Brainstorm two to three different prompts to input into ChatGPT that will help you understand what the terms and conditions of a job offer in your industry of choice are.

Example: "What specific terms and conditions should I look for in job offers for freelance graphic designers?”

Input the prompts and read carefully.

Activity: Part 1

Navigate to

chat.openai.com/

Or scan the QR code below

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3. Discuss in small groups the following:

What are the most surprising terms and conditions you discovered in job offers for your industry, and how do these affect your decision to accept a job offer?
How would you negotiate specific terms in a job offer to better suit your needs and career goals?
If given two job offers with different terms and conditions, how would you evaluate which offer is better for you?

Activity: Part 2

Navigate to

chat.openai.com/

Or scan the QR code below

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Negotiation Strategies

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To start

“Negotiating is the process of pursuing a goal in a dialogue with another party. Negotiating should not be an adversarial process, rather it’s resolution is one in which all involved should feel satisfied.”

Derived from the American Negotiation Institute

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Preparing to Negotiate

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Create Your Career Wishlist

What is and what is not negotiable for you?

Know your best case and your bottom line.

Minimum salary you can accept and feel good about?
Benefits? Vacation/Sick Leave, Family Leave, Medical Insurance, etc.
What kind of work will make you feel gratified?
Flex schedule or 9-5? In-person or online?
Location, travel time, transportation options?
Opportunities for professional development and growth?

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Pick your salary range & options

Based on the industry, and what peers in your position receive, what is your ideal salary range?
What certifications/trainings/special experience do you have to justify this range?
What non-salary items are feasible with the company you are negotiating with?

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What is reasonable?

Get familiar with industry standards.

Job Market Insights.
Bureau of Labor Statistics.
O*net.
Salary.com.

Job Market Insights

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Three characteristics of a great negotiator

Confident

Engaging in a difficult conversations in order to achieve your goals.

Creative

Solving problems and taking advantage of opportunities that are of mutual interest.

Curious

Asking questions to gain more information about the needs, wants and perspectives of the individual you are negotiating with.

Derived from the American Negotiation Institute

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Speaking with Confidence

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Confidence starts with Competence

The more you prepare, the more confident you will be during the conversation.

“I typically only utilize approximately 30% of the information that I've gathered in the actual negotiation but I have that other 70% at the back of my mind throughout the conversation ready to go if necessary. The more information you have, the better positioned you are to make competent statements and ask relevant questions.” - Ultimate Negotiating Guide

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Be calm

Negotiation can be stressful. When you are stressed, your body produces the stress hormone cortisol, which can make it difficult to think clearly.

Stay calm to stay clear-minded.

This is where all that research pays off.

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Keys to Confidence

Remember, negotiation is a skill you use everyday.
Negotiation is a normal part of most hiring processes.
Approach it as a problem-solving discussion, not a conflict.
Know yourself and what makes you feel most confident.
Dress your best.
If possible, select the right time and setting.

What advice do you have for staying calm and confident?

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Conversation Strategies

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During the negotiation conversation

Remember your relationship should be part of your goal.
Have a bottom line in mind, but do not focus on it.

Focus on the best possible outcome.
Keep alternate options in mind.

Focusing on salary alone is a common mistake in negotiations. In some cases, organizations do not have the ability to offer higher salaries. What else is important?

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Know when to say “no”

“No, thank you” is an acceptable outcome in negotiation. Not all deals are meant to be made.

What is your bottom line in this negotiation?

If it has become apparent that your bottom line cannot be met, it is ok to walk away.

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What to say

When you receive the initial offer verbally	Thank you very much for the offer. I am excited at the possibility of working with you. Could you please provide me with a written offer?
When you receive the initial offer in writing	I’m very grateful for the offer and would love to look this over in detail. May I ask, what is your deadline for a response?
When you are asking to negotiate the offer	Thanks again for this offer. I would love to discuss it further. Are you open to discussing the salary and other potential benefits?
If they are not open to negotiating, and the offer does not meet your needs	“Thank you for the offer. It was great learning more about the organization and role. Unfortunately, this offer will not be sufficient to meet my needs. I will have to decline at this time.”
If they are open to negotiation	Great, thank you for your willingness to discuss this further. I have done some research on similar positions and found the salary range to be ____. Considering my experience in ___ and the skills I refined working as ___, I know I will be a great asset to your team. I feel that a fair salary would be ____.

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Class Reminders and

Assignments

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This week’s homework

Job Offers and Negotiation Strategies Lesson
Complete a self-paced lesson reviewing what you’ve learned about job offers and negotiation strategies.
Be sure to also complete knowledge checks within this lesson.

Personalized Negotiation Plan
Create a personal negotiation plan tailored to your career goals. Learn the importance of job market research, understanding your priorities and effectively communicating your value during negotiations.