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05/10/17
Negotiations 7. Strategies and Inquiries
Filed under: Interviewing, Position Searching, Networking, Mature professionals, Post-docs
Posted by: site admin @ 11:23 am

FL and I have been working together for several years,
first during a post-doc, then, a second post-doc and a series
of interesting temporary positions.  While the post docs
were related to her graduate training in advanced biomaterials
and coating technology, the temporary positions were in
a wide variety of disciplines from project management and
accounting, to analytical services, to quality control.

.
FL contacted me from outside the US about negotiating
a higher salary at a 10 year old company where a network
member currently works.  FL was offered a position for six
months, after which there would be a review to determine fitness
for longer term.  The contract specified starting date, supervisor,
and broad assignment responsibilities along with a starting
salary.
.
The initial request involved discussing what can be expressed
to bring up salary and that the salary being offered was 
lower than current pay as a temp.  The position is located in
Toronto, so it is a stretch to correlate ACS salary survey data
results, based on limited data and currency differences (although
I did approximate using estimated analogies.  
.
SALARY INCREMENT IDEAS
First, however, thank the company for the pleasant news that
was received for the generous offer.  It was highly sought and
enthusiastically received.  FL is flexible in scope of the position
and hours of work, however, is there any room for compensation
discussions….wait, don’t fill silence with excuses, let the hiring
manager think and respond.  State what your needs and desires
are before offering up give ups (you never know if your spouse 
might not have separate benefit coverage.).
.
Ask for the firm’s annual report, employee handbook, and a
formal job description
.  After you receive and review them you
will be better able to discuss the offer details.
.
FL sought a $10K improvement.  So we reviewed areas of
possible approaches– spousal health insurance, no relocation
expense, day care needs, hours of work, self improvement plan,
other deferrable benefits.  Since FL’s spouse has family health
care coverage and there are no relocation needs, these could be
offered as “give ups” to measurably increase salary.  FL is flexible
for hours of work and has no immediate day care needs.
.
If salary is not negotiable, ask if a sign-on bonus can be brought
up to compensate for the difference from your current position
and the unique bonus you might forfeit leaving your current 
employer.
.
Have a list of other negotiating wish items– personal computer,
loaded with professional responsibility software, professional
society memberships, special training programs, special 
commuter passes not listed in the employee handbook. 
.
We also shared details of negotiating workshops brought up
in earlier blog entries.
.
INQUIRIES
It is worth asking for details of the firm’s current and recent
past finances that would be listed in the annual report.  That
not being shared, along with number of employees and
ownership of properties where company activities are
conducted.
.
Through Fidelity Investments, we were able to share
financial data on this start up.  It is relevant to see if the
same data is offered.  Going to work for a company is just
like investing in the company and it is important to perform
due diligence in its financial and commercial viability.  Who
owns the company, what is the market value and trend
and are there legal issues of concern.
.
FINALIZING
After critical elements of the position negotiation are resolved
satisfactorily, request that an updated offer letter be sent for
approval.  Since its location is relatively close, it might be
a nice gesture to personally go to the location, sign it in
person and meet other employees with whom you will be 
working.
.
Send thank you notes to all members you meet.  It will
leave a positive impression.
.
ADDED VALUE:  Fidelity Investments has a Canadian affiliate
to support business research 

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