Unformatted text preview: Salary Negotiation
The salary negotiation is based on students’ real life
experiences negotiating salary with prospective employers
Chris, a graduating MBA student, is about to be offered a
product management position with a multimedia software
developer and wants to negotiate:
• Salary, and other terms of employment with her potential
future boss • Prepare: 10 min. • Negotiate: 30 min. Debriefing
• • • • • • Who made a “no hire” decision? Why?
Salary? Bonus? Location? Moving expenses? Start
How did the strength of your BATNA influence your
How were you able to create value in this negotiation?
Did your expectations influence your negotiation
preparation? If yes, how so?
What strategies used by the other party did you find
particularly effective? Ineffective? Observations
• • • • • • As long as you’re reasonable and do it with a smile, you
can ask for just about anything
It is best to wait until you receive an offer to negotiate
salary. This is when you have the greatest leverage.
When you’re asked “What salary are you looking for?”,
use dodge and deflect statement (range, average, etc.)
Ask for written agreement that spells out details of your
position, compensation, and any benefits
Remember, the treatment you receive from a prospective
employer during the negotiation provides a strong
indicator of how well you will be treated on the job
Be clear and objective about your worth and what you Lessons
Do your homework: know what you want and how it
• • objective criteria is very powerful persuasion
Research pay levels for similar positions at similar
companies (career center, friends, internet, public
documents) Know your priorities: be ready to logroll
• • • Profit sharing, relocation allowance, cell phone, laptop,
Put everything into one package; state needs up front
Companies more likely to grant items that don’t skew
their pay structures or create fairness issues with other
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This note was uploaded on 11/21/2011 for the course BUS 432 taught by Professor Earlhill during the Fall '11 term at Emory.
- Fall '11