Welcome to APA s Compensation & Salary Negotiation Session

Transcription

1 Welcome to APA s Compensation & Salary Negotiation Session

2 Session Speakers Frank DeSafey Sequence Staffing Krystyn Kitto Rutgers University 2

3 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. 3

4 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. Source: Not something to be met with animosity or fear. Copyright 2015 Sequence Systems LLC 4

5 Negotiating Approaches: The Basics 3 Remember: EVERYTHING is Negotiable. The Power of Silence. Consider your top 3 non-negotiables or items most important to you in a salary negotiation. Research, Research, Research. Starting the Conversation. Copyright 2015 Sequence Systems LLC 5

6 Determining Your Value Exercise Salary Negotiation Favors the Prepared Job Seeker 1 What do you need to Live? (Know your Number) 2 What do you want to Earn? (Set your Goal) 3 What is the market rate for your position? (Research) 4 What does the employer want to pay? (Inquire) 6

7 Understanding Compensation Ranges The Art of Building Company Compensation 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. 7

8 Understanding Compensation Ranges Compa-Ratio Website Tools

9 APA Salary Survey APA Salary Survey The Definitive Industry Guide Copyright 2015 Sequence Systems LLC 9

10 The Offer Receiving the Offer 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 Negotiating Identify your Value & Know when to walk away. Accepting/Declining Appreciation Formality Respectfulness Copyright 2015 Sequence Systems LLC 10

11 Beyond Monetary Compensation: The Intangibles Bonus Bonuses and Performance Reviews 401K and Retirement Plans Profit Sharing Position Title Reporting Structure Health and Dental Telecommuting Flexible Work Schedule AD&D, Life Insurance, Cafeteria Plan Gym Memberships Vacation / Sick or PTO Relocation Package Pay Frequency Transportation Reimbursement / Parking 11

12 The Conversation 3 Scenarios Tips 1 Offer is too low. Do not counter a point more than once. Move on to the next point of negotiation. 2 Offer is within or higher than your targeted range. Try to get the interviewer to state the salary range. 3 Interviewer will not state the range. When asked, offer a salary range rather than a specific dollar amount (ex: $50,000 vs. between $49,000-$55,000) Copyright 2015 Sequence Systems LLC 12

13 Questions To Ask Yourself Before Accepting Is this the type of organization I want to work for? Am I happy with the totality of the offer? Will this position expand my skill set and experience? Does this position help me meet my professional goals? Am I comfortable with the work culture and office climate? Will this be a strong and supportive work environment? Is there work-life balance? Copyright 2015 Sequence Systems LLC 13

14 Auction What Would You Pay? Candidate Years of Experience: 7 Occupation/Specialty: Urban Planning Geographic Area: Phoenix, AZ YOUR BID? 14

15 Auction What Would You Pay? Candidate Years of Experience: 16 Occupation/Specialty: Sr. City Planner Geographic Area: New York YOUR BID? 15

16 Auction What Would You Pay? Candidate Years of Experience: 25 Occupation/Specialty: Practice Leader Geographic Area: San Francisco, CA YOUR BID? 16

17 Sources Ask for it, Linda Babcock & Sara Laschever; Getting to Yes, Roger Fisher & William Ury; Negotiation: Getting What You Want, MARGARET Neale: Negotiation, Margaret A. Neale Copyright 2015 Sequence Systems LLC 17

18 VITAE EXERCISE & RESUMES WRITING 18

19 That Concludes The Presentations Please submit your questions! This webinar will be recorded and posted online. We will notify you when it s available. 19

20 Upcoming Career Reality Webinars Careers in Transportation Planning cosponsored by APA s Transportation Planning Division June 8, :00-2:15pm Eastern Visit for the latest info 20

21 How did we do? Please take a moment to complete the three questions on your screen. 21

22 Thank You for Joining Us! Contacts: Monica Groh Frank DeSafey Krystyn Kitto