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AMMISalary NegotiationKirk KluverUniversity of Iowa
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More than salary and compensation…
• Advancing your position
• Gaining new responsibilities; finding new challenges
• Ultimately – it is about managing your career and trajectory
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Art and Science
Science
• Rebekah Curry, Financial Services Expert & Writer on Career, Finance and
Lifestyle Topics
• NYU Wagner Office of Career Services
Art
• David Burge, George Mason University; Nathan Fuerst, University of Connecticut;
Kirk Kluver, University of Iowa
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Two Career Scenarios
1. Promotion/salary negotiation within your current organization.
2. Seeking, evaluating and negotiating opportunities at other institutions.
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Scenario #1: Promotion within your current organization
• Employee enters Manager’s doorway, “Do you have a minute?”
• Manager: “Sure.”
• Employee: “I would like to ask for a raise.”
• Manager: “Have you spoken with your supervisor?”
• Employee: “No.”
• Manager: “Why do you think you deserve a raise?”
• Employee: “I haven’t had one in a while and I hear others have.”
• Manager: “Set up a time with Barbara so we can discuss in more detail.”
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Scenario 1: Opportunities at Your Current Institution
• Overcome your fears of asking for a raise/promotion (Curry)
• Research market conditions (Curry)
– Understand limitations
• Schedule an appointment
• Preparation for the negotiation
– Research policies regarding promotions, advancements, market adjustments
– Read through last performance evaluation (Curry)
– Put it in writing
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Scenario 1: Opportunities at Your Current Institution
• Answer the why?
– Do your current duties reflect your original job description?
– Are you asking for additional responsibilities?
• Write Your Own Job Description/Responsibilities
– ”Lead, Manage, Do”
• Focus on your performance – Yesterday, Today and Tomorrow
– Master your portfolio, and be to explain your mastery
• Have open dialogs with your manager (Curry)
– What else besides salary would improve your overall job satisfaction and performance?
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Proactively seek new experiences…
Supervise staff or students
Manage a process
Develop training programs
Develop data tools
Budget responsibility
Liaison w/ campus or community partner
Technology implementation
Student search and communications
Manage a vendor relationship
“Audit” meetings
Committee involvement
Launch a new initiative or program
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Map out your trajectory
• Where are you today?
• Where will you be in five years? Ten years?
• What do YOU need to do to get there?
• How will you need to produce? Results Matter!
• What will you need to learn?
• Who will need to help you?
• Where are you willing to go?
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Is it time for an Advanced Degree?
• Is it required for advancement in the profession?
• Does your institution have a remission program? Employee scholarship program?
• Will your employer be flexible with time?
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Evaluating/Negotiating Opportunities at Another Institution
• Build your network
• Working with a search firm
– Meet them at NACAC
– Send a resume—upload on their site
– Build and maintain the relationship
– Refer colleagues
• Should I apply?
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Some questions to consider…
• Can you move? Will you move?
• Who will you be working with? Who will you report to? Is there stable leadership?
• What are the goals/expectations? Are they realistic? Does the campus support
them?
• Is there a commitment to provide the resources necessary to meet those goals?
• Opportunities for promotion?
• Where is the person who occupied the position previously?
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You got an offer!
• Ask for an initial offer, unless forced to do otherwise
• Don’t accept an offer on the spot.
• Express appreciation and excitement for the offer.
• Ask for a few days to consider the offer and permission to call with questions.
• Always negotiate in good faith.
• Negotiating in person or over the phone is preferred.
• Can be a rewarding experience for both employer and employee.
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Scenario 2: Evaluating a Job Opportunity
• What is the “REAL” cost of moving?– Calculate “take home pay” based on new salary
– How do benefits compare?
– Do a budget based on new income and expenses
– Cost of living differentials?• Real estate, taxes, commuting expenses, parking, etc.
• Moving expenses and interim housing covered?
• Will they fly significant other out for a visit?
• Ensure you retain ‘perks’ you have now; and gain new ones
• Establish a schedule for future recognition of your talents
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5 Negotiating Principles According to NYU Wagner Career Services
1. Salary is best discussed when the employer has made you an offer
– “..you’ve successfully demonstrated your full worth as a prospective employee.”
– ”…shifts the employer’s focus from your attributes to your requirements.”
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5 Negotiating Principles According to NYU Wagner Career Services
2. Salary should be viewed in the context of other employment issues
– “Salary is only one piece of a complete compensation package, which can also include
health insurance, time off, flexible hours, loan forgiveness, and bonuses.”
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5 Negotiating Principles According to NYU Wagner Career Services
3. Know what you are worth and what the current market will bear
– Research, Research, Research
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5 Negotiating Principles According to NYU Wagner Career Services
4. Most offers are negotiable
– Many employers will initiate salary discussions by proposing a salary figure that is at
the lower end of the position’s allocated pay scale. This is to allow room for the
candidate to negotiate.
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5 Negotiating Principles According to NYU Wagner Career Services
5. It is okay to ask for what you want
– As long as you are tactful and realistic, it is unlikely that an employer who has a vested
interest in you will withdraw an offer because you tried to negotiate a better
compensation package.
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Request to Enhance the Offer Before the Deadline
“As I mentioned before, I’m very interested in the position and I believe that I can
bring _______ and _______ to the institution. I was wondering if it were possible to
enhance the offer in terms of [salary, vacation, benefits, opportunities for review,
etc]?”
Say nothing else until prospective employer responds.
*NYU Wagner Career Services
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If Employer Agrees to Consider Request
• Always express appreciation
• Don’t state exact figure, rather a realistic round number slightly above desired
figure.
– I was hoping to move towards “$$”
*NYU Wagner Career Services
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‘Unusual’ things to negotiate that some request…
• Stipends: Cell, Auto, Home Internet, Temporary Housing Allowance
• Spouse employment
• Specific technology needs
• Commitment of resources for the department
• Increases to benefits – vesting schedule?
• Support for continuing education
• Title
• Bonuses?
• Minimum years in contract
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Closing Thoughts
• Actively Manage your trajectory
• Avoid comparing yourself to others
• It’s not just about the money!
• Place emphasis on your performance; not your money/title
• “When you start focusing on your performance, the rest will fall in to place.”
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Questions?
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