Welcome to APA’s Compensation & Salary Negotiation...
Transcript of Welcome to APA’s Compensation & Salary Negotiation...
Copyright © 2016 Sequence Systems LLCCopyright © 2016 Sequence Systems LLC
Welcome to APA’s Compensation & Salary Negotiation Session
Copyright © 2016 Sequence Systems LLCCopyright © 2016 Sequence Systems LLC
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Session Speakers
Frank DeSafeySequence Staffing
Krystyn KittoRutgers University
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Ask the Audience: What Has Been Your Experience with Salary Negotiation?
Do you find salary
negotiations
overwhelming?
Do you believe
you know how much
you should be paid?
I feel that I can
confidently speak
about my value
to an organization.
Have you ever
walked away
from an offer?
I feel comfortable
countering an offer.
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What is Salary Negotiation?
Salary Negotiations
An opportunity for prospective
employees and organizations
to come to an agreement on a
comprehensive compensation
package rather than just an
increase in pay.
Not something to be met
with animosity or fear.Source: www.pinterest.com
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Negotiating Approaches: The Basics
Remember:
EVERYTHING is
Negotiable.
Research, Research,
Research.
The Power of Silence.
Consider your top 3
‘non-negotiables’ or items
most important to you
in a salary negotiation.
Starting
the Conversation.
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Determining Your Value Exercise
Salary Negotiation Favors the
Prepared Job Seeker
What do you need to Live?
(Know your Number)
What do you want to Earn?
(Set your Goal)
What is the market rate for
your position? (Research)
What does the employer
want to pay? (Inquire)
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The Art of Building Company Compensation
Understanding Compensation Ranges
As an organization grows larger, the requirements to move beyond simple
compensation assessments on an individual basis for employees becomes
more critical. This process usually starts around the time that an organization
reaches 70 to 100 employees. When this occurs, Human Resources and
Management begin to go from merely looking at individual jobs and personnel
into a more formalized process of grading and ranging. As a natural transition
of this as soon as an operation obtains numerous locations the needs to
factor into consideration geographic or market data activities drives the
requirement for further refinement and data elements.
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Understanding Compensation Ranges
Compa-Ratio
http://www.salary.com/mysalary
http://payscale.com
http://www.glassdoor.com/salaries/index.htm
Website Tools
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APA Salary Survey
APA Salary Survey – The Definitive Industry Guide
https://www.planning.org/salary/
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The Offer
Receiving the Offer Negotiating
Expressing appreciation.
Take the time to consider the
totality of the offer.
Conversation: Speak on the phone
or in-person.
Assess
the offer
Research
Network
Accepting/Declining
Appreciation Formality Respectfulness
Identify
your Value &
Know when to
walk away.
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Beyond Monetary Compensation:The Intangibles
Bonus
401K and Retirement Plans
Profit Sharing
Health and Dental
Bonuses and Performance Reviews
Position Title – Reporting Structure
Telecommuting –
Flexible Work Schedule
AD&D, Life Insurance,
Cafeteria Plan
Vacation / Sick or PTO
Pay Frequency
Gym Memberships
Relocation Package
Transportation Reimbursement /
Parking
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The Conversation
3 Scenarios Tips
Offer is too low.
Offer is within or higher than
your targeted range.
Interviewer will not state the
range.
Do not counter a point more than
once. Move on to the next point of
negotiation.
Try to get the interviewer to state
the salary range.
When asked, offer a salary range
rather than a specific dollar amount
(ex: $50,000 vs. between
$49,000-$55,000)
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Questions To Ask YourselfBefore Accepting
Is this the type of organization
I want to work for?
Will this position expand
my skill set and experience?
Am I comfortable with the
work culture and office climate?
Is there work-life balance?
Am I happy with the totality of
the offer?
Does this position help me
meet my professional goals?
Will this be a strong and
supportive work environment?
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Auction – What Would You Pay?
Candidate
YOUR BID?
Years of Experience: 7
Occupation/Specialty: Urban Planning
Geographic Area: Phoenix, AZ
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Auction – What Would You Pay?
Candidate
YOUR BID?
Years of Experience: 16
Occupation/Specialty: Sr. City Planner
Geographic Area: New York
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Auction – What Would You Pay?
Candidate
YOUR BID?
Years of Experience: 25
Occupation/Specialty: Practice Leader
Geographic Area: San Francisco, CA
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Sources
Ask for it, Linda Babcock & Sara Laschever;
Getting to Yes, Roger Fisher & William Ury;
Negotiation: Getting What You Want, MARGARET Neale:
http://ed.ted.com/on/p98GXdp4#watch;
Negotiation, Margaret A. Neale
http://leanin.org/education/negotiation/
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VITAE EXERCISE & RESUMES WRITING
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That Concludes The Presentations…
Please submit your questions!
This webinar will be recorded and posted online. We will notify you when it’s
available.
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Upcoming Career Reality Webinars
Careers in Transportation Planning
cosponsored by APA’s Transportation Planning Division
June 8, 2016
1:00-2:15pm Eastern
Visit www.planning.org/onthejob/careerrealitywebinars for the latest info
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How did we do?
Please take a moment to complete the three questions on your screen.
Copyright © 2016 Sequence Systems LLCCopyright © 2016 Sequence Systems LLC
Contacts:
Monica Groh
Frank DeSafey
Krystyn Kitto
Thank You for Joining Us!