When students consider negotiations for salary and benefits, it is all about technique.
The Balance Sheet Decision Technique is designed to help students narrow their search for desired salaries and benefits by listing the positive and negative aspects of each potential employer.
Director of The University of Memphis’ Career and Employment Services Karen Hayes, and Clay Woemmel, a career advisor with the same service, said negotiating salaries can be a fruitless task if students do not know what they are worth in the job market.
“You should always be able to back up what you say when you are asking for a higher salary,” Woemmel said.
However, employers may be more willing to listen to the stipulations of students who have done their research and who have prior work experience, said Hayes.
The Career Fair at the University of Memphis, which will be held Sept. 26 and 27 in the University Center ballroom, will feature over 170 businesses and universities for students to choose from — as well as a chance to work on those negotiation skills.
Hayes said students should have a solid idea of what their expectations are before they attend the fair.
“Make a list of all the important job features, and rank them in order according to priority,” Hayes said.
For those interested in researching potential employers, annual reports and background information from companies that have participated in previous career fairs is available from the Career and Employment Services office, located in Scates Hall, room 315.
Hayes also suggested students go to the McWherter Library and research books, such as the American Almanac of Jobs and Salaries, for additional assistance.
“People usually focus on salary, but many times, adequate vacation time and a flexible work schedule are also good non-cash perks,” said Woemmel. “Benefits are worth a lot as well.”
Woemmel has taught several salary negotiation seminars, and advises students to practice patience.
“As you’re thinking of negotiations, let employers bring it up first.
Never name a specific dollar amount,” he suggested.
By negotiating salary in terms of a range of numbers, both employer and potential employee are allowed more flexibility.
However, if students are not satisfied with the offers made by a particular potential employer, Hayes said patience and perseverance may be the way to go.
“If you have your heart set on working with a particular company that refuses to meet your salary demands, try again three or six months down the road,” Hayes said.
Figures based on the National Association of Colleges and Employers Salary Survey Summer 2001 report.
Bachelor’s Degree Candidates
Concentration & Salary Range
Business - $30,376 to $50,000
Communications - $24,000 to $38,000
Education - $24,000 to $32,000
Engineering - $37,000 to $58,000
Humanities - $20,000 to $40,000
Sciences - $23,000 to $54,600
Based on figures for the fields in general, not specific.
These numbers are from the 45th edition of the Planning Job Choices 2002 magazine, pages 22 and 23.
