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 You can leave tens of thousands of dollars on the negotiating
table if you lack the skills and knowledge for succeeding
in this arena. Our consultants have helped negotiate
thousands of income packages and are consistently successful
in improving initial offers to our clients.
While an individual may be an excellent negotiator for
a company, most people tend to leave serious money on
the table when it comes to negotiating their own income
package. Since most people seldom face this experience,
it should come as no surprise that few of us are real
experts at negotiating for ourselves.
This video presentation equips the viewer with a system
for negotiating that involves a soft sell, negotiating
skillfully and with dignity. Negotiating, of course,
is not just about money, but the nature of the position
and everything that goes with it. Many have commented
that our negotiation advice has increased their income
by tens of thousands of dollars.
The Art of Negotiations |
- When to discuss money
- How to control the salary
question
- How to uncover benefits
- How to control the offer
- How to trade off benefits
for salary
- How to
capitalize on relocation allowances - even
if you do not relocate
- How to orchestrate
and prepare for performance reviews and MUCH
MORE!
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This information is terrific- I negotiated 32% over
initial offer. Bill, VP of Operations, Medium-sized manufacturing
company (former USAF Major).
It is amazing how much I learned from this videotape
on negotiations. I took the lessons to heart and recently
negotiated a 34% raise. Christy, Personnel Director,
private firm.
Very knowledgeable-his advice is right on target. Following
his methodologies, I doubled my salary. Sidney, President,
Manufacturing Company(former USA LTC).
In a world of complex financial packages, our goal is
to help you negotiate a financial package that is attractive
at this stage in your career. For some, this can mean
a higher guaranteed income. For others, equity with a
big upside preferred and income is secondary. For yet
others, it may be a signing bonus, relocation, hours,
location perks, or other benefits.
What other have said about this video program:
Excellent information-very well presented. Ed, Director
of Training (former USMC Colonel)
Very enjoyable and pertinent. I learned a great deal
Phil, Special Assistant to CEO.
Really enjoyed the video-great instructor. Valerie,
Benefits Program Manager, Fortune 1,000 company.
Appreciated the concern-the information was well presented
and easy to follow. Don, CEO, privately held, fast-growing
firm.
Dave is a truly professional instructor. The information
is easy to follow and it really works!
Annie, Sales and Marketing Manager, regional firm.
Great workshop-Dave cares and it shows. Susan, VP-HR,
medium-sized marketing firm (former USN CDR).
| ITEMS YOU MIGHT NEGOTIATE |
- Base Salary and Signing Bonus - Also, commissions,
medical and life insurance, profit sharing and
pension plans. If you negotiate profit sharing,
know their accounting methods.
- Exit Strategy -
Standard agreements cover a minimum of six months
to a year's severance, and are triggered if the
firm lessons your responsibilities.
- Stock
Option Purchase Plans - If you purchase stock
at market price, the company may buy an equal amount
under your name up to a certain percentage of
your income.
- Stock Grants - You will most likely
be obligated for taxes based upon the market
value.
- ISOs (Incentive Stock Options) - This is
an option to purchase a certain number of shares
at market value on a given day, generally exercisable
years away. The primary value of an ISO is that should you eventually
buy them, no tax is due on the day of purchase.
- Restricted Stock Units
- Stock units are pegged in value; for example,
as one share of stock for every five units. The key is when you
can convert to cash or shares.
- Phantom Stock Options
- and stock appreciation rights. These include
rights to receive the difference in market value
between the time granted and value when converted.
- Non-Qualified Stock Options - This is an option
to purchase stock below market prices. Tax
will be due on the difference between the price
at which you exercise your right of purchase and
the market value of the stock.
- Relocation Expenses
- This can include house purchase, moving expenses,
mortgage differential, real estate brokerage,
closing costs, cost of bridge loan, trips to look
for a home, lodging fees, and spouse reemployment
services.
- Other Perks - These can include automobile
leases, luncheons, athletic/country club memberships,
child care, physical exams, disability pay,
legal assistance, product discounts, dining room
privileges, financial planning assistance, tuition
reimbursement, CPA and tax assistance, short-term
loans, insurance benefits after termination, special
reimbursement for foreign service, spousal travel,
outplacement assistance, and deferred compensation.
- Future
Benefits - A review after six months, a better
title, and an automatic increase after a specified
time.
- Contracts - The following are usually incorporated:
the length of the agreement, your specific
assignment, your title, location, whom to report
to, your compensation, and what happens if there
is a merger or you are fired. It should also cover
the specific items on the negotiation list
that are part of your package. Any agreement that
you accept should cover all non-legal situations
under which an employer may choose to terminate
you. Signing bonuses and generous severance
packages are moving into all income levels - especially
when there is a relocation.
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About the Author
DAVID GRISWOLD
CEO/President, Griswold & Associates
Dave entered the field of Career
Management In 1979. Working with many of the industry's
leaders at a time of unparreled growth. He became skilled
in employing innovative methods coupled with practical
applications to build and advance thousands of careers.
From young men and women just entering the work force
to senior executives making six-figure packages, David perfected a consulting
method combined withhis unique communications style that produced award-winning
results.
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