welcome to apa’s compensation & salary negotiation...

Copyright © 2016 Sequence Systems LLCCopyright © 2016 Sequence Systems LLC

Welcome to APA’s Compensation & Salary Negotiation Session


2

Session Speakers

Frank DeSafeySequence Staffing

Krystyn KittoRutgers University

Copyright © 2016 Sequence Systems LLC

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.


4Copyright © 2015 Sequence Systems LLC


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.

Not something to be met

with animosity or fear.Source: www.pinterest.com




5

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.

3


6

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)

1

2

3

4


7

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.


8

Understanding Compensation Ranges

Compa-Ratio

http://www.salary.com/mysalary

http://payscale.com

http://www.glassdoor.com/salaries/index.htm

Website Tools

http://www.salary.com/mysalary

http://payscale.com/

https://www.glassdoor.com/index.htm




9

APA Salary Survey

APA Salary Survey – The Definitive Industry Guide

https://www.planning.org/salary/

https://www.planning.org/salary/




10

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.


11

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




12

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)

3

2

1




13

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?


14

Auction – What Would You Pay?

Candidate

YOUR BID?

Years of Experience: 7

Occupation/Specialty: Urban Planning

Geographic Area: Phoenix, AZ


15


Candidate

YOUR BID?


Occupation/Specialty: Sr. City Planner

Geographic Area: New York


16


Candidate

YOUR BID?


Occupation/Specialty: Practice Leader

Geographic Area: San Francisco, CA




17

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/


18

VITAE EXERCISE & RESUMES WRITING


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.


20

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

http://www.planning.org/onthejob/careerrealitywebinars


21

How did we do?

Please take a moment to complete the three questions on your screen.


Contacts:

Monica Groh

[email protected]

Frank DeSafey

[email protected]

Krystyn Kitto

[email protected]

Thank You for Joining Us!

welcome to apa’s compensation & salary negotiation...

Documents