December, 2008 interview inwards which Cynthia spoke mostly nigh the importance of salary negotiation to both individuals too to the profession.
Download MP3 [20:12]
Contact information
Cynthia L. Conley, Ph.D.
Assistant Professor
Temple University School of Social Administration
535 Ritter Annex
1301 W. Cecil B. Moore Avenue
Philadelphia, PA 19122-6091
o: 215.204.2164
cynthia.conley@temple.edu
Transcript [pdf download
]
Jonathan Singer: In December, 2008 I spoke amongst medico Cynthia Conley nigh salary negotiation. We spoke nigh inquiry on salary gaps, the importance of salary negotiation for the profession, too some basic pointers for negotiating a salary. What nosotros didn’t utter nigh what how you lot genuinely negotiate. Cynthia agreed to come upward dorsum too do a podcast on salary negotiation skills. So, I’m real glad to guide hold Cynthia dorsum for today’s podcast on salary negotiation skills.
Jonathan Singer: Cynthia, so let’s tell I apply for a job. When tin plough over the axe I root negotiating?
Cynthia Conley: Negotiation starts in 1 lawsuit you’ve been offered the job. Before you’ve been offered the undertaking you lot demand to do inquiry on the scheme or agency, too what your skills too background experience are worth. When you’ve been offered the job, so you lot tin plough over the axe root to negotiate.
Jonathan Singer: What variety of data nigh the scheme should I know about?
Cynthia Conley: Some of the most useful data to know nigh an scheme is what types of candidates the scheme hires (for example…). What are the skills too experiences of employees? Who is your competition? An illustration exterior of social operate mightiness help: How do you lot know what to pay for a machine or a house? You guide hold data from inquiry you lot guide hold conducted on buying a machine (e.g. Kelly bluish mass value, number of machine businesses that would last willing to sell you lot a machine etc…) or buying a theatre (what the houses are going for inwards detail neighborhood…). The to a greater extent than data you lot have, the to a greater extent than powerful you lot expire inwards negotiations. If you’ve done your background inquiry you lot tin plough over the axe determine that the salesperson is quoting likewise high of a price, or you’ll know what to counter-offer when negotiating the purchase of a house. H5N1 quick social operate example: if you lot guide hold an MSW too are applying for a instance administration seat at an means that employs solely people amongst BSWs, so you lot tin plough over the axe assume that the pay is lower than an means who hires all MSWs. Knowing what the means expects too what candidates the scheme hires volition plough over you lot proficient data on the agency.
Jonathan Singer: So, beyond knowing that I guide hold an MSW too I’m applying for a seat commonly filled yesteryear BSWs, how do I know what my ain skills too background experiences are worth?
Cynthia Conley: Well, if you lot are applying for a undertaking inwards an means that serves Spanish-speaking clients too you lot speak Spanish, you lot guide hold a valued science – specially if you lot know at that spot are probable to last applicants without your linguistic communication skills. Other skills too background experiences that interpret into dollars are calculator skills, other languages such every bit sign language, supervisory experience, preparation experience, too for some agencies having some publications nether your belt mightiness last viewed every bit valuable background. The matter to recollect is that your skills guide hold to last worth something to the agency. I mightiness last dandy at fly-fishing, but it doesn’t hateful that I tin plough over the axe negotiate a to a greater extent than comprehensive benefits bundle because of it. As a potential employee, realize that at that spot are usual needs too desires on both sides - yours too your potential employers. Negotiation is nigh getting to a win-win scenario. Employers wishing to create total an organization's seat amongst a somebody of value too dandy skills. It is upward to you lot the candidate to present how your value meets or exceeds the position.
Here’s the other matter to do: Set goals for your fiscal number - start out amongst a salary figure inwards hear - rid yourself of the mentality that I simply demand to guide hold a job, I'll accept what I'm offered so long every bit it's employment. Get rid of the mentality that I did non expire into the social operate profession to brand money. Think nigh what the goals too priorities are of your employer…
If I'm an Executive Director who is inwards the procedure of hiring someone, I'm going to approach you lot inwards a completely dissimilar way if I know that you lot guide hold done your inquiry too are armed amongst a lot of data versus dealing amongst someone who hasn't a clue nigh the organization, similarly paid positions etc. If you lot don't exhibit self-confidence, a potential employer is going to experience that they don't guide hold to offering anything to a greater extent than to you…
Jonathan Singer: That makes a lot of sense. Ok, so I know nigh my agency, I know what skills I convey to the table. Now what?
Cynthia Conley: Now you lot purpose that data during the negotiation process. The proficient word for social workers is that negotiation skills depict on all of the basic communication skills that nosotros acquire inwards our programs too inwards our champaign work. As social workers nosotros sweat to instruct too empower our clients how to successfully negotiate for their well-being, including their fiscal well-being. Use your listening skills to alternative upward on what your interviewer thinks is important. Formulate proficient responses. Decrease separate decision-making activity.
Jonathan Singer: How do you lot respond to hard coin questions?
Cynthia Conley: Talking nigh coin is hard, regardless of the context, but it comes amongst the territory when you lot are interviewing too beingness considered for a position. Social workers are non trained to intend nigh fiscal data inwards the same way that concern professionals are, so nosotros guide hold a lot of the world to brand upward if nosotros are going to enhance the profession's salaries.
Jonathan Singer: How do you lot respond to questions such every bit "what salary are you lot looking for?" or "how much coin do you lot await to last paid?"
Cynthia Conley: Open-ended questions such every bit these locomote out the dialogue opened upward for you lot to last able to enquire "Can you lot delight tell me what has been budgeted for the position?" Many times you lot are already going to guide hold this data because of what has been posted, but sometimes you lot volition not. The employer may non wishing to answer this question, but it is a fair question. After you lot are aware of the figure that has been budgeted for the seat (and if it is lower than you lot expected, do non lose confidence that you lot tin plough over the axe negotiate!), plough over the employer a description of your background experience too skills too convey to them that you lot empathize the requirements too responsibilities of the undertaking too that this experience too science laid that you lot convey to the undertaking warrant a starting hit of ______ to ______ dollars, this is of class negotiable because I genuinely wishing to operate for this organization. Negotiate down, instead of up…you tin plough over the axe last guaranteed that the employer volition negotiate downward versus upward much easier than vice- versa. If the employer gives you lot a salary hit betwixt 32,000 too 37,000, confirm that the salary comes close your expectations, but offering a higher hit putting their top figure at your bottom figure, such every bit 37,000 to 42,000. But brand certainly that your hit tin plough over the axe last substantiated yesteryear your prior research. They may come upward dorsum at you lot too tell "that you lot are overqualified for the position", or "that's all that they tin plough over the axe offering at this time," but you lot tin plough over the axe all the same tell them that you lot wishing to operate for the scheme too enquire them "what did they guide hold inwards hear for the salary" When they plough over you lot a salary figure - too depending on their flexibility to engage inwards the negotiation (or not…), you lot demand to determine what you lot are willing to take, whether they tin plough over the axe afford you lot or non - this volition determine whether you lot maintain amongst the negotiation process. Keep your emotions nether command - its much similar having a poker face, examine non to permit your emotions convey your feelings nigh the offering to the employer. If they are non flexible amongst their salary figure - you lot tin plough over the axe offering that they negotiate amongst other benefits such every bit flex time, comp time, an additional opor-garai or personal day, every bit these are mostly lower inwards cost than actual salaries. You are all the same gaining inwards personal do goodness / compensation fifty-fifty if it is non inwards the shape of actual dollars.
Jonathan Singer: What actions should I accept in 1 lawsuit I have a concluding offering afterward negotiations?
Cynthia Conley: You do non guide hold to come upward to quick determination correct so too at that spot afterward a concluding salary figure has been offered. Most employers realize that you lot demand fourth dimension to intend nigh the offer, but reaffirm your commitment too involvement inwards working for the organization. Convey your enthusiasm too excitement nigh the possibility of working for the organization, but tell them that you lot wishing fourth dimension to intend things over. Prior to getting an interview or offer, when employers asking data nigh your requested salary, it is okay to soil "negotiable." Organizations wishing social workers amongst proficient skills too training…while money/salary is important, undertaking qualification takes priority. You tin plough over the axe also soil that "you are certainly that the scheme volition offering the best possible salary based on your value to the organization"
Jonathan Singer: Cynthia Conley, this has been great. What resources are out at that spot for people who wishing to acquire to a greater extent than nigh negotiation?
Cynthia Conley: There is a lot of dandy literature on negotiation tactics. I recommend Martin Latz, Julie Adair King (women focused), Peter Goodman, Fisher, Ury & Patton. Pick 1 of these too so practise negotiation communication amongst your friends too household unit of measurement prior to using it amongst your employer. It is fourth dimension straightaway that social workers position what they instruct into practise for themselves so that they tin plough over the axe expire to a greater extent than financially stable too guide hold a meliorate fiscal outlook for their hereafter retirement.
-- End --
Resources too References
/search?q=salary-negotiation-interview-with
Download MP3 [20:12] Contact information
Cynthia L. Conley, Ph.D.
Assistant Professor
Temple University School of Social Administration
535 Ritter Annex
1301 W. Cecil B. Moore Avenue
Philadelphia, PA 19122-6091
o: 215.204.2164
cynthia.conley@temple.edu
Transcript [pdf download
]Jonathan Singer: In December, 2008 I spoke amongst medico Cynthia Conley nigh salary negotiation. We spoke nigh inquiry on salary gaps, the importance of salary negotiation for the profession, too some basic pointers for negotiating a salary. What nosotros didn’t utter nigh what how you lot genuinely negotiate. Cynthia agreed to come upward dorsum too do a podcast on salary negotiation skills. So, I’m real glad to guide hold Cynthia dorsum for today’s podcast on salary negotiation skills.
Jonathan Singer: Cynthia, so let’s tell I apply for a job. When tin plough over the axe I root negotiating?
Cynthia Conley: Negotiation starts in 1 lawsuit you’ve been offered the job. Before you’ve been offered the undertaking you lot demand to do inquiry on the scheme or agency, too what your skills too background experience are worth. When you’ve been offered the job, so you lot tin plough over the axe root to negotiate.
Jonathan Singer: What variety of data nigh the scheme should I know about?
Cynthia Conley: Some of the most useful data to know nigh an scheme is what types of candidates the scheme hires (for example…). What are the skills too experiences of employees? Who is your competition? An illustration exterior of social operate mightiness help: How do you lot know what to pay for a machine or a house? You guide hold data from inquiry you lot guide hold conducted on buying a machine (e.g. Kelly bluish mass value, number of machine businesses that would last willing to sell you lot a machine etc…) or buying a theatre (what the houses are going for inwards detail neighborhood…). The to a greater extent than data you lot have, the to a greater extent than powerful you lot expire inwards negotiations. If you’ve done your background inquiry you lot tin plough over the axe determine that the salesperson is quoting likewise high of a price, or you’ll know what to counter-offer when negotiating the purchase of a house. H5N1 quick social operate example: if you lot guide hold an MSW too are applying for a instance administration seat at an means that employs solely people amongst BSWs, so you lot tin plough over the axe assume that the pay is lower than an means who hires all MSWs. Knowing what the means expects too what candidates the scheme hires volition plough over you lot proficient data on the agency.
Jonathan Singer: So, beyond knowing that I guide hold an MSW too I’m applying for a seat commonly filled yesteryear BSWs, how do I know what my ain skills too background experiences are worth?
Cynthia Conley: Well, if you lot are applying for a undertaking inwards an means that serves Spanish-speaking clients too you lot speak Spanish, you lot guide hold a valued science – specially if you lot know at that spot are probable to last applicants without your linguistic communication skills. Other skills too background experiences that interpret into dollars are calculator skills, other languages such every bit sign language, supervisory experience, preparation experience, too for some agencies having some publications nether your belt mightiness last viewed every bit valuable background. The matter to recollect is that your skills guide hold to last worth something to the agency. I mightiness last dandy at fly-fishing, but it doesn’t hateful that I tin plough over the axe negotiate a to a greater extent than comprehensive benefits bundle because of it. As a potential employee, realize that at that spot are usual needs too desires on both sides - yours too your potential employers. Negotiation is nigh getting to a win-win scenario. Employers wishing to create total an organization's seat amongst a somebody of value too dandy skills. It is upward to you lot the candidate to present how your value meets or exceeds the position.
Here’s the other matter to do: Set goals for your fiscal number - start out amongst a salary figure inwards hear - rid yourself of the mentality that I simply demand to guide hold a job, I'll accept what I'm offered so long every bit it's employment. Get rid of the mentality that I did non expire into the social operate profession to brand money. Think nigh what the goals too priorities are of your employer…
If I'm an Executive Director who is inwards the procedure of hiring someone, I'm going to approach you lot inwards a completely dissimilar way if I know that you lot guide hold done your inquiry too are armed amongst a lot of data versus dealing amongst someone who hasn't a clue nigh the organization, similarly paid positions etc. If you lot don't exhibit self-confidence, a potential employer is going to experience that they don't guide hold to offering anything to a greater extent than to you…
Jonathan Singer: That makes a lot of sense. Ok, so I know nigh my agency, I know what skills I convey to the table. Now what?
Cynthia Conley: Now you lot purpose that data during the negotiation process. The proficient word for social workers is that negotiation skills depict on all of the basic communication skills that nosotros acquire inwards our programs too inwards our champaign work. As social workers nosotros sweat to instruct too empower our clients how to successfully negotiate for their well-being, including their fiscal well-being. Use your listening skills to alternative upward on what your interviewer thinks is important. Formulate proficient responses. Decrease separate decision-making activity.
Jonathan Singer: How do you lot respond to hard coin questions?
Cynthia Conley: Talking nigh coin is hard, regardless of the context, but it comes amongst the territory when you lot are interviewing too beingness considered for a position. Social workers are non trained to intend nigh fiscal data inwards the same way that concern professionals are, so nosotros guide hold a lot of the world to brand upward if nosotros are going to enhance the profession's salaries.
Jonathan Singer: How do you lot respond to questions such every bit "what salary are you lot looking for?" or "how much coin do you lot await to last paid?"
Cynthia Conley: Open-ended questions such every bit these locomote out the dialogue opened upward for you lot to last able to enquire "Can you lot delight tell me what has been budgeted for the position?" Many times you lot are already going to guide hold this data because of what has been posted, but sometimes you lot volition not. The employer may non wishing to answer this question, but it is a fair question. After you lot are aware of the figure that has been budgeted for the seat (and if it is lower than you lot expected, do non lose confidence that you lot tin plough over the axe negotiate!), plough over the employer a description of your background experience too skills too convey to them that you lot empathize the requirements too responsibilities of the undertaking too that this experience too science laid that you lot convey to the undertaking warrant a starting hit of ______ to ______ dollars, this is of class negotiable because I genuinely wishing to operate for this organization. Negotiate down, instead of up…you tin plough over the axe last guaranteed that the employer volition negotiate downward versus upward much easier than vice- versa. If the employer gives you lot a salary hit betwixt 32,000 too 37,000, confirm that the salary comes close your expectations, but offering a higher hit putting their top figure at your bottom figure, such every bit 37,000 to 42,000. But brand certainly that your hit tin plough over the axe last substantiated yesteryear your prior research. They may come upward dorsum at you lot too tell "that you lot are overqualified for the position", or "that's all that they tin plough over the axe offering at this time," but you lot tin plough over the axe all the same tell them that you lot wishing to operate for the scheme too enquire them "what did they guide hold inwards hear for the salary" When they plough over you lot a salary figure - too depending on their flexibility to engage inwards the negotiation (or not…), you lot demand to determine what you lot are willing to take, whether they tin plough over the axe afford you lot or non - this volition determine whether you lot maintain amongst the negotiation process. Keep your emotions nether command - its much similar having a poker face, examine non to permit your emotions convey your feelings nigh the offering to the employer. If they are non flexible amongst their salary figure - you lot tin plough over the axe offering that they negotiate amongst other benefits such every bit flex time, comp time, an additional opor-garai or personal day, every bit these are mostly lower inwards cost than actual salaries. You are all the same gaining inwards personal do goodness / compensation fifty-fifty if it is non inwards the shape of actual dollars.
Jonathan Singer: What actions should I accept in 1 lawsuit I have a concluding offering afterward negotiations?
Cynthia Conley: You do non guide hold to come upward to quick determination correct so too at that spot afterward a concluding salary figure has been offered. Most employers realize that you lot demand fourth dimension to intend nigh the offer, but reaffirm your commitment too involvement inwards working for the organization. Convey your enthusiasm too excitement nigh the possibility of working for the organization, but tell them that you lot wishing fourth dimension to intend things over. Prior to getting an interview or offer, when employers asking data nigh your requested salary, it is okay to soil "negotiable." Organizations wishing social workers amongst proficient skills too training…while money/salary is important, undertaking qualification takes priority. You tin plough over the axe also soil that "you are certainly that the scheme volition offering the best possible salary based on your value to the organization"
Jonathan Singer: Cynthia Conley, this has been great. What resources are out at that spot for people who wishing to acquire to a greater extent than nigh negotiation?
Cynthia Conley: There is a lot of dandy literature on negotiation tactics. I recommend Martin Latz, Julie Adair King (women focused), Peter Goodman, Fisher, Ury & Patton. Pick 1 of these too so practise negotiation communication amongst your friends too household unit of measurement prior to using it amongst your employer. It is fourth dimension straightaway that social workers position what they instruct into practise for themselves so that they tin plough over the axe expire to a greater extent than financially stable too guide hold a meliorate fiscal outlook for their hereafter retirement.
-- End --
Resources too References
- Fisher, R., Ury, W., & Patton, B. (1992). Getting to yes: Negotiating understanding without giving in. New York: Houghton Mifflin
- Goodman, P. J. (2002). Win-Win Career Negotiations: Proven Strategies for Getting What You Want from Your Employer. New York: Penguin Books
- King, Julie Adair (1995). Smart woman's guide to interviewing too salary negotiation, Second Edition. Delmar Cengage Learning.
- Latz, M. E. (2004). Gain the edge! Negotiating to acquire what you lot want. New York: St. Martin's Press.
- Resumes, interviewing too getting a job [pdf]
/search?q=salary-negotiation-interview-with
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