The job market is tough, but you are tougher. The key is knowing what you bring to the table and what the fair value is for your contribution. Join us for an informal talk on how to hone your brand, know your worth, and negotiate for the salary, raise, or situation you deserve.

1. Salary Negotiations
“Knowing your worth and not settling for less”
Joshua Hoskins
Solution Architect – Appirio
@jhoskins

2. Joshua Hoskins
Solution Architect, Appirio
twitter :: @jhoskins
blog :: CRMified.com
#DF14 #Appirio #WorldTraveler #KnowYourValue
Orlando, Singapore, San Francisco & now London!

3. Enough about me, what about you?
Please participate by raising your hand.
• Happy many of you are consultants?
• How many of you physically go into an office daily?
• How many of you are looking for something new next year?

4. Fun Fact
Negotiating $5,000 more in your 1st year salary, can
result in more than $600,000 in additional lifetime
earnings.

5. My Goal
• To inspire YOU to take control of your career
• Arm you with the tools necessary that enable YOU to opening a healthy and
collaborative conversation with your manager

6. What’s in it for you?

7. It’s NOT all about Money!

8. Your career needs to EVOLVE …
• I don’t want to commute to work everyday, I wanted to
have a flexible work schedule where I could work from
home and not HAVE to wear corporate attire 5 days a
week.
• I want to travel the world visiting places I’ve never been
• I want faster agile project cycles instead of having to
have meetings for meetings and having to wait for other
people to align just to get stuff done.
• I want to work with a stronger collaborative team of
smart people.
• I wouldn’t mind more money.
• I want to be HAPPY!

9. Negotiating Value is a continuous process
80% of your success is in the PLANNING!
PRE-NEGOTIATION
• Know your requirements for happiness
• Know your value
• Define your impact
• Uncover underlying interests
• Get support

10. During Negotiation use William Ury’s Tips
• Set the Stage
– Warm your boss up!
– Show quantifiable
differentiators
• Advocate your success;
– People
– Process
– Technology
• Get Side by Side
– Exchange ideas
– Make it an open discussion
• Clarify Negotiable options
– Create solution proposals
– Explore options alternative
otptions
• Strategize anchoring
– Don’t settle quickly

11. • Column 2
Negotiation Approaches
Maintain your relationships!
• Competing
• Collaborating
• Accommodating
• Compromising
• Avoiding

12. Rules of the Road
• Don’t get greedy, Remain humble and assertive!
• Don’t burn bridges, you never know when you’ll need support.
• Don’t make assumptions, before forward thinking and collaborative!
• Know your alternative options
• Schedule a collaborative and open 1:1, to set the scene, Don’t demand a decision!
• Set Up a follow-up to understand your options

13. From the Desk of the Recruiter
• Don’t play with your LinkedIn when you’re ready, do it actively!
• Do your research & Understand Market Data
• Speak with peers at other companies
• Get Certified!
• You’ll never know if you don’t ask
• Be collaborative, don’t compete
• Avoid your new employer having to watch you too closely
• Don’t be afraid to say No

14. Lessons Learned
– Grass isn’t always greener on the other side!
– Don’t make decisions solely around money, there are probably things you take for granted
– Don’t settle quickly, but know you may have to take a cut before you can grown, especially when
you’re considering another company
– Don’t bring your emotion to the table
•

15. http://www.crmified.com/2012/08/22/im-happy-are-you/