The Art Of Negotiating After
Receiving A Job Offer…
By: Sherry Thrush
August 14, 2010
Elements Of A Job Offer
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401K
Base Salary
Bonus
Business Travel Insurance
Cell Phone/Blackberry
Provision
Commissions
Comp Time
Company Vehicle
Dental Insurance
Dependent Care
ESOP’s or ESPP’s
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General Expenses
Health Clubs
Health Insurance
Laptop Provision
Life Insurance
Long-term Disability
Overtime
Parking Fees
PDA
Pension
Performance Evaluations
Profit Sharing
Elements Of A Job Offer continued
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Promised Increases
Relocation Fees
Salary Reviews
Short-term Disability
Sick and Personal
Days
Signing Bonus
Start Date
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Stock Options
Training
Travel
Tuition
Vacation
Vision Care
Job Offer Check List
Topic Area
Potential Questions
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Bonus
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Business Travel Insurance
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Cell Phone
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Commissions
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Comp Time
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Is a bonus offered? Who is entitled
to bonuses?
Does such a thing exist? How
much?
Are employees entitled to a cell
phone/blackberry?
Do commissions exist? What
percentage? How are they earned
How many days/hours/etc. are
offered to employees? Is flex time
offered? How about summer hours?
Job Offer Check List (cont.)
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Company Car
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Dental
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Dependent Care
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Employee Stock
Ownership Plans and
Employee Stock
Purchase Plans
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Who, (if anybody is entitled)?
Fully covered/partially? Gas?
Mileage before another new
car?
Are orthodontics covered?
How are deductibles and copays handled? Maximum
covered?
Who’s entitled? What’s the
amount of coverage per
dependent?
Who’s entitled? On what
dates are they offered?
Percentage discount?
Job Offer Check List (cont.)
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General
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General Benefits
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General Expenses
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Health
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Health Clubs
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Is there anything else I should be
aware of?
How much am I expected to
contribute? Does it include my
family, or just me?
What’s considered business
related? Are they all covered?
Preferred Provider Organization
(PPO)? Health Maintenance
Organization (HMO)? What are
the deductibles, co-pays,
exclusions and maximums?
Are health club fees covered?
Who’s entitled to these benefits?
Job Offer Check List (cont.)
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Laptop
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Life Insurance
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Long-term Disability
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Overtime
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Parking
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Do employees use desktops or
laptops?
How much can you purchase?
Is it contingent upon salary?
When does it begin? How long
does it last? What amount is
covered?
Is there paid overtime? After
how many hours daily/weekly?
Is there on-sight parking? If
not, are parking fees covered?
Total amount covered by
company?
Job Offer Check List (cont.)
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PDA
Pension
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Performance Review
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Profit Sharing
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Personal Digital Assistant
(PDA)…do employees get one?
Does the company provide a
pension, as companies use to
do?
How often do performance
reviews take place? Who
reviews you?
Who, (if anybody) gets to
participate? Is it possible to
review the history of the
company’s profit sharing
program throughout the years?
Job Offer Check List (cont.)
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Promised Increases
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Relocation
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Report To
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Salary Review
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Short-term Disability
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During the first 5 years of employment,
what % increase, (if any) can I
expect?
Are relocation expenses covered? What
is included? Is there a maximum
amount covered?
To whom will I report? Is it the same
person who was mentioned in the job
posting? If not, why not?
How often are salary reviews provided?
After an injury or surgery occurs, how
soon does Short Term Disability begin?
What is the % of coverage? How long
will it continue?
Job Offer Check List (cont.)
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Sick/Personal Days
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Signing Bonus
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Start Date
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Stock Options
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Who’s covered? Exempt / non-exempt?
How many days are covered? To what
degree? For how long?
Are signing bonuses provided? Do those
who provided the posting also get a
bonus? How much for each? Are there
any conditions affiliated to this?
Can I begin earlier or later than the
posting date provided?
Are all employees entitled to stock
options? What % can be purchased?
How are the options to purchase stock
determined?
Job Offer Check List (cont.)
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Title
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Training
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Travel
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Tuition
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What title will I be provided if I accept
employment with your firm?
Who will be training me? Who approves
the training?
When traveling, what expenses are
covered? Which are not? Is there a
percentage? Can spouses travel with
you? Are they covered monetarily? How
often?
If I take advanced education courses, is
tuition covered? To what percentage?
Job Offer Check List (cont.)
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Vacation
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Vision Care
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401K
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How much is provided? Is it possible to
provide more? What type of flexibility
is there? How often are you granted
additional days/weeks vacation?
How often are exams provided? Am I
able to see an ophthalmologist instead
of an optometrist? Are glasses,
contacts, lasik or implants covered?
Maximum coverage?
What is the maximum contribution
amount? How much is the company
willing to match? To what percentage?
Maximum?
Job Offer Check List (cont.)
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Accidental Death
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Base Salary
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Student Loans
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How much is the family entitled
to if there’s a case of accidental
death? What types of
accidental deaths are covered?
Cost to me?
How often can I expect to be
paid…monthly, bi-weekly or
weekly?
Ask if the company is willing to
‘trade-off’ student loan
payments in return for less
salary or weeks of vacation
within a set number of years.
Job Acceptance & Negotiating Tips
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If you’re still at the interviewing stage, attempt
to defer questions regarding salary
compensation at least twice before providing
your actual current/past salary.
First and foremost, ask for the final offer in
writing. NEVER negotiate until you have an
offer (in writing) in your hands.
Request that ALL negotiating be done face-toface, never by telephone or email.
Remember that benefits are NOT part of the
total compensation package; however, a bonus
is.
Job Acceptance & Negotiating Tips
(continued)
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Local Employment – You should provide the
company with an answer about whether or not
you accept the offer within 24 hours.
Relocation – If you will need to relocate in order
to accept a job, it is proper to take between 3-5
days to accept an offer. Companies realize that
there will be many points to discuss as a family.
NOTE: Companies have the right to rescind
employment offers if you take too long to
provide them with an acceptance or rejection to
their offer.
Job Acceptance & Negotiating Tips
(continued)
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If you’re applying to a job posted on the
internet and it’s imperative to provide a
current/former salary, try placing a “1” or
the word “negotiable” in the box .
When you’re speaking to a Human
Resources Manager, be sure to speak
about how you can add value to the
organization.
Job Acceptance & Negotiating Tips
(continued)
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If in doubt about who might be
interviewing you, ask if they happen to be
a recruiter or the actual hiring company.
If the recruiter is outsourced, request that
an email be sent (if communication /the
accent) keeps you from understanding
questions.
Job Acceptance & Negotiating Tips
(continued)
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Be sure to ask for a sign-on bonus (with
taxes considered into the contract) if you
have to wait for months before you’re
covered by health and/or dental
insurance. This will help to compensate
their individual costs to you.
NOTE: Be sure to ask for NET
compensation because the company will
naturally GROSS up the amount!
Job Acceptance & Negotiating Tips
(continued)
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Additional NOTE: Bonuses are ordinarily taxed
at a rate of 28% by the government.
“Internal” packages are also available . If you’ve
been promoted (as a current employee), and
you’ve been asked to move to a new
location…you have the right to negotiate for:
- Trips home
- Airfare expenses
- Family travel
- Etc.
Negotiating Objectives
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There are processes involved in job
negotiation. If you’re newly graduated
from college, a recently displaced
professional (due to corporate
downsizing), or if you’re simply seeking a
new position, you’ll need to become
familiar with the steps required to
acknowledge offers prior to accepting
them and also how to place yourself into
win-win situations.
Example Of A ‘Branding Statement’
’30-Second Commercial’
Hi! My name is Sherry Thrush, and I’m an established
executive assistant, with 20+ years business experience
serving CEO’s, Presidents, CFO’s and VP’s of Fortune 500
companies. The last 18 years were spent at the
Hanesbrands, formerly Sara Lee Branded Apparel .
My core strengths include : problem solving, tenacity,
solid communicating, dexterous writing abilities, and a
proficiency for multi-tasking. I’m able to maintain
multiple executive calendars simultaneously, arrange
appointments, harmonize travel arrangements, liaise
with customers, synchronize the preparation
of long-range and annual operating plans, and run the
company office.
Hiring Indicators
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“This is where you’ll be sitting.”
“I believe that you’re going to like it here.”
“The team is looking forward to working
with you, and so am I.”
Negotiating Overview
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Is negotiating really necessary?
Why bother negotiating?
With whom do I negotiate?
After what sets of circumstances do I wait
before starting the negotiating process?
Negotiating
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Builds a relationship between you and
individuals at the company proposing to hire
you.
Helps you gauge/measure the relationship you’ll
share with your new employer, (if you decide to
accept the offer).
Negotiation helps you to evaluate a favorable
outcome between the offer you’re being
presented and your ‘ideal position’.
Negotiating Tools
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Confidence – don’t allow stress to
supersede the negotiating process.
Flexibility – be willing to compromise.
Patience – be willing to listen; don’t talk
yourself out of a job.
Keep a positive attitude – ensure the
perspective company that you’ll be
beneficial to the organization.
Negotiating Tools - continued
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Preparation – If a company fails to provide you
with items from your ‘check list’, be willing to
offer constructive solutions.
Be tenacious where problem solving is
concerned. Be flexible and willing to work
toward a win/win situation.
Reality – Check into the salaries that other
professionals are receiving for similar experience
and education. Don’t over or under-value your
worth.
Negotiating Steps
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Never discuss your job offer ‘check list’
before receiving a written offer.
Be sure to examine the offer carefully.
Compare what’s being offered to what
you’d like to receive.
Consider your goals, any possible tradeoffs, and what you’re willing to
ULTIMATELY walk-away with.
Negotiating Steps - continued
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Insist upon negotiating in person. (The
only exception to this rule would be if
there’s an emergency keeping the
employer offsite, or a personal tragedy.)
If you’re unsatisfied with the offer, you’re
allowed to ‘counter’ offer. Remember,
once you’ve received an offer in writing,
you’re considered valuable by the
company. This is the time to speak up.
Negotiating Steps - continued
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Continue to negotiate as long as each of
you are compromising.
Once each of you are happy with the
terms of the agreement, ensure that the
final offer is presented to you in writing.
At that point, you can endorse the
document and determine a starting date.
Salary
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What if it’s mandated that you discuss
salary, and the money you’re currently
receiving is too much or too little?
How To Handle Salary Questions
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REMEMBER!!!! It’s all about your
viewpoint and approach.
- If questioned about current or past
salary, must I tell them?
OR
How To Handle Salary Questions continued
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It’s wise to attempt to postpone
discussions relating to salary until a
written offer has been presented because
salary should be based upon worth…and it
should be competitive with the salaries of
other employees living in the area. It
should be fair, NOT based on prior salary.
Employer’s Interest
vs.
Your Experience
Compromised
Salary
NOTE: The
compromised
salary will
most likely
by a midpoint of
the salary
scale.
Screening
1st Interview
2nd Interview
3rd Interview
Written Offer
Maximum
Market
Value
New graduates with
limited experience
or people with no
experience in a
particular position
receive the minimum
salary…unless they
negotiate higher!
Mid Point
Only the EXTREMELY qualified
employees or those with very
long periods of employment
reach this point.
Mid Point
For Fully-Qualified Employees
Hiring Range
Minimum
Recognize/Acknowledge Offer
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Enthusiastically thank the employer for
his/her time during the interviewing
process.
Do NOT accept or negotiate ANYTHING at
this time.
Elucidate/clarify the salary, benefits,
responsibilities and results you remember
from the interview with the employer.
Recognize/Acknowledge Offer continued
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If additional details are required, this is
the time to ask for clarification.
Reiterate your enthusiasm relating to the
position.
Request a written offer, but (once again),
do NOT negotiate the terms of
employment until you’ve had time to
assess the document.
Dig-In Your Heels And Negotiate!
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Enthusiastically let the employer know
that you’ve considered the offer.
Stress your desire for a win-win contract,
stating the areas about which you agree
and discussing those about which you
have concerns.
Once each of you are in agreement,
accept the offer, get it in writing and
determine a starting date.
Tips
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Don’t balk about negotiating terms for
employment, and keep your current/past
salary private as long as possible.
Salary offers should NEVER be accepted
immediately.
When negotiating, always speak about
your skills, experience and responsibilities
instead of making the conversation evolve
around your needs.
Tips - continued
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Your initial negotiations should center
around money….first regarding your
current situation, and then about 6
months, one year, etc. from now.
Automatic yearly increases and changes of
title can now be discussed too.
Remember that negotiating is about now
(and the future).
Avoid Blunders
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Make sure to do your ‘homework’!!! If you
don’t take care of yourself, nobody else is
going to do it for you.
Know what you want (and need) and be
prepared to discuss those points with the
employer.
Ensure that you consider ALL benefits,
monetary and otherwise! This IS the time
to negotiate!
Must Haves vs. Not Necessary’s
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Remember that EVERYTHING is negotiable.
Remain friendly and enthusiastic.
If you wish to control the discussion, do your
homework and determine what you want and
need.
Go to salary.com for information regarding your
geographic region and job responsibilities.
Signing bonuses or shorter performance review
timeframes can be a contingency plan if your
initial desires are denied.
Be prepared to turn down the offer, but burn no
bridges. Be congenial.