How To Negotiate Your Offer - Determining What To Ask For
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How To Negotiate Your Offer - Determining What To Ask For

Build a Salary Calculation Worksheet to Determine Your Worth
5.0 (1 rating)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
4 students enrolled
Created by Laura Reynolds
Last updated 9/2016
English
Current price: $10 Original price: $20 Discount: 50% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 2 hours on-demand video
  • 1 Article
  • 13 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Build a spreadsheet to determine how much monetary compensation to ask for.
  • Identify when it's better to ask for non-monetary benefits.
  • Negotiate using either the Good News, I'm Troubled, or Tack On negotiating technique.
  • Navigate the salary and cost of living tools available on the internet.
  • Determine the market rate for their skills.
  • Ask for information using the 'Job Offer Checklist.' Must have information when deciding on an offer.
  • Use 4 simple steps in negotiating their offer.
  • Understand the perfect time to negotiate the offer.
  • Use justifications for requesting additional compensation or benefits.
  • Draft a positive email to request additional compensation and/or benefits.
View Curriculum
Requirements
  • Have an open mind and be able to download an Excel spreadsheet.
  • Note: if you don't have Excel, you can still follow along with the process and use another type of document as well.
Description

STOP! Don’t Accept the First Offer…Unless you don’t want to make more money.

Consider these facts:

FACT #1

  • Your base salary is the starting point that all future merit increases and raises will be calculated on…for the rest of your career.

FACT #2

  •  According to a study in the Journal of Organizational Behavior, not negotiating could cost you more than $600,000 over the course of a typical career.

FACT #3

  • Many people are so happy to get the job offer that they fail to negotiate their salary and end up leaving thousands of dollars on the table.

You probably want to negotiate, but you don’t know what to ask for, right? Or maybe you don’t know what to say when it comes time to ask for more money.

That’s what you’re going to learn in this class. Specifically you’re going to:

  1. Create a Salary Calculation Worksheet so you know how much and what to ask for when negotiating your offer. Use this worksheet during your entire career each time you need to negotiate a new salary.
  2. Build Justifications to support what to ask for
  3. Practice Negotiating techniques that will aid you in delivering your news
  4. Determine your Market Value
  5. Use the Job Offer Checklist to gather all the information you’ll need to determine what to ask for and to help you make your final decision
  6. Know when to ask for Monetary compensation or Non-Monetary Benefits. I provide lists of what’s included for both.

In the Bonus Sections you’ll get:

What Ifs – A list of ‘what ifs’ to help you determine your course of action depending on what the company says.

Counter Offers – 4 questions to ask yourself if your current company decides they can’t let you go and gives you a counter offer.

With an investment of 2 hours of your time and through the use of videos, slides, spreadsheets, a quiz, and an article I’ll walk you through step by step how to figure out what you’re worth, and then how to negotiate to get it.  

Don't leave money on the table!  You can negotiate for more.

Who is the target audience?
  • Anyone who would like to know how to calculate how much to ask for during salary negotiations. This course doesn't cover sales commissions or executive compensation packages.
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Curriculum For This Course
40 Lectures
01:52:41
+
Introduction
2 Lectures 05:23

I'll give a brief introduction to the worksheet I'm going to create during the course to help you calculate how much to ask for. In addition, I'll go over what else will be covered in the course related to negotiation techniques, building justifications, what to send to the company once you know what you want to ask for, and anticipating objections. In addition I'll cover what's included in the bonus sections where I've included a list of 'what if' questions as well as how to handle a possible counter offer.

Preview 02:21

I'll cover the four steps involved when negotiating your offer: 1) Determining Market Value 2) Comparing Benefits 3) Determining What to Ask For and Building Justifications, and 4) Negotiating. 

Preview 03:02
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Gathering Information
2 Lectures 08:51

Know at what point during the interviewing and offer stage do you begin to get serious about negotiating your offer.

When To Start Negotiations
02:27

Refer to the handout for the 'Job Offer Checklist', a list of questions you'll need to get responses to before you determine how much to ask for. 

Preview 06:24
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Building the Salary Calculation Worksheet - Without Relocation
17 Lectures 52:09

We'll go over the example data that we're going to use when building our spreadsheet. At this point you'll want to download the excel spreadsheet to follow along.  I've included two spreadsheets.  One is a blank that you can fill in as we go along. The second spreadsheet has all the information included and you can just follow along. You don't have to use either of the spreadsheets. You can still take notes and use your own method of recording the information.

Example Case Information
02:03

We'll go to the Glassdoor website to collect our market data.

Using Glassdoor to collect data
04:49

We'll go to the Career Bliss website to collect our market data.

Using Career Bliss to collect data
03:27

We'll to to the Salary.com website to collect our market data.

Using Salary.com to collect data
03:43

We'll go to the Job Search Intelligence website to collect our market data.

Using Job Search Intelligence to collect data.
03:10

We'll go to the Paysa website to collect our market data.

Using Paysa to collect data.
02:02

We'll go to the Payscale website to collect our market data.

Using Payscale to collect data.
05:20

We'll go to the Indeed website to collect our market data.

Using Indeed to collect data.
01:14

We'll analyze the data we've just collected and determine what our market value is.

Summarize the data collected.
07:22

We'll look at how to analyze the health benefits. 

Comparing Benefits - Health Coverage and Cost
04:08

We'll conduct a 401k analysis. 

Comparing Benefits - 401k Match
03:03

We'll conduct and life insurance and disability insurance analysis. 

Comparing Benefits - Life and Disability Insurance
01:35

We'll conduct an analysis of vacation, sick days, and holidays. 

Comparing Benefits - Time Off
02:03

We'll conduct the analysis of having a business cell phone and the annual bonus. 

Comparing Benefits - Phone and Annual Bonus
01:42

We'll summarize our analysis of benefits and determine if Rose will be better off by accepting her current offer. 

Summarizing Benefits Analysis
01:24

We'll look at all the data and come up with the final figure what Rose should ask for.

Determine What to Ask For
03:52

This completes building the worksheet.  Now you should be able to build your own worksheet anytime you need to in order to determine the market value of your skills.  In addition, you know what information you need to collect using the Job Offer Checklist so you can conduct a benefit analysis. 

Summarizing Building the Worksheet Section
01:12
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Building the Case for What to Ask for
4 Lectures 09:35

We'll go over how to justify the figure we just came up with.  Refer to the handout for a list of possible justifications that might work for your personal circumstance.

Developing Justifications
02:54

We'll go over how to anticipate objections the company might have to your request and prepare to counter them. Refer to the handout for other possible objections and how to handle them. 

Anticipate Objections
03:31

We'll go over the one question you'll need to have an answer for BEFORE you start your negotiations.

The One Question You'll Need to be Prepared to Answer
01:13

I'll give go over what data you should send to the company. Refer to the handout for an example email of what to send.

What to Send to the Company
01:57
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Quiz
2 Lectures 07:33

Refer to the handout for the case information and the spreadsheet you'll need to complete in order to answer the quiz.

Spreadsheet You'll Need for the Quiz
01:34

Use the Salary Calculation Worksheet provided and calculate the amount of base salary Dane should accept.

Determine the Base Salary Dane should Accept
1 question

We'll go over how I came up with the amount to accept. Refer to the handout of the completed worksheet.

Go over the completed QUIZ worksheet
05:59
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Building the Salary Calculation Worksheet - With Relocation
4 Lectures 16:22

We'll look at the spreadsheet related to determining your salary if you are relocating. In this example, I've gone ahead and pulled the data from the salary websites since you already learned how to do that earlier. Be sure to download the Excel spreadsheet.  Again, if you don't have excel, you can using your own method of tracking this same information. 

Determining Market Value of Your Skills
03:16

Here we'll look at what the data suggests we should be asking for as our new salary.

Determining What To Ask For - Factoring in Cost of Living
07:10

With the cost of living data now pulled in, we'll look at what we should ask for.

Really What to Ask For
02:26

We'll go over how to justify the increase and then discuss how to counter the company's objections.  Finally we'll look at what to send to the company as a justification.  Refer to the handout for an example of the email to send to the company.

Justifications and Anticipated Objections
03:30
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When to Consider Asking for a Non-Monetary Extra
2 Lectures 02:10

We'll go over when it's appropriate to ask for a non-monetary benefit. Refer to the handout for a list of possible non-monetary options. 

Asking for Non-Monetary Extras
01:14

Refer to a handout of a list of the more common monetary items that can be negotiated. 

Monetary Items that can be negotiated.
00:56
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Art of Negotiation
4 Lectures 06:38

You'll get exactly what to say using this technique. 

Preview 02:02

You'll get exactly what to say using this technique.

I'm Troubled Technique
01:11

You'll get exactly what to say using this technique along with when to use it. 

Add On Technique
01:57

Article - 5 Startling Reports Regarding Asking For More Money
01:28
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Bonus Section - What Ifs
1 Lecture 00:38

I've included a list of the more common 'what if' scenarios that might happen when negotiating your offer.

What Ifs...
00:38
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Bonus Section - Counter Offers
1 Lecture 02:02

I'll give you some questions to ask yourself when deciding if the counter offer is right for you.

Counter Offers
02:02
1 More Section
About the Instructor
Laura Reynolds
4.7 Average rating
9 Reviews
45 Students
2 Courses
Career Coach

I’ve been in recruiting for 20 years. I started my career as a recruiter at a staffing agency before moving inside and becoming a corporate recruiter at one of my clients, Sun Microsystems. Most recently, I've been a Recruiting Manager in charge of the entire recruiting process from the time an applicant applies on-line until they get the job and are on-boarded.

Over the 20 years I’ve recruited thousands of professionals in all kinds of professions at all levels of the company. From administrative assistants to CFO’s. I've worked in a start-up, mid-sized companies all the way to a couple of Fortune 500 companies representing many different industries including medical device, aerospace, manufacturing, science, and insurance. 

Now, I want to use my recruiting knowledge reviewing thousands of resumes and negotiating hundreds of offers and share best practices that will get you hired.