CCST Career Transition & Salary Negotiation Flashcards

What is the best timing to initiate a salary discussion during the interview process?

Answer: After receiving a formal job offer, when you have the most leverage

Waiting until after an offer is made gives the candidate the most negotiating leverage, because the employer has already invested in the selection process and chosen you.

In salary negotiation, what does BATNA stand for?

Answer: Best Alternative To a Negotiated Agreement

BATNA (Best Alternative To a Negotiated Agreement) is the fallback option you have if negotiations fail, and knowing it strengthens your negotiating position.

What does a 'total compensation package' include beyond base salary?

Answer: Salary, bonuses, equity, retirement contributions, PTO, benefits, and perks

Total compensation encompasses all monetary and non-monetary value an employer provides, including bonuses, stock options, 401(k) matching, health benefits, and paid time off.

What is the 'anchoring' technique in salary negotiation?

Answer: Making the first offer at a higher number to set a reference point that influences the final outcome

Anchoring involves stating a high initial number first, which psychologically biases the negotiation toward a higher final settlement due to the contrast effect.

Which scenario represents the weakest negotiating position for a job candidate during salary discussions?

Answer: Being unemployed with limited savings and no other offers

Financial pressure and lack of alternatives reduce a candidate's leverage because they are more likely to accept a lower offer out of urgency rather than choice.

When a client receives a job offer below their target salary, what should a career storyteller coach them to do first?

Answer: Express enthusiasm for the role and ask if there is flexibility in the compensation package

Opening the negotiation by affirming interest while asking about flexibility keeps the conversation positive and invites the employer to improve the offer voluntarily.