“In business as in life, you don't get what you deserve, you get what you negotiate,” according to negotiations guru Chester L. Karrass.
Whether you are negotiating compensation for a new job, requesting a raise or new responsibilities, or cinching a deal for your current company, you’ll get better results if you master the art and the skill of negotiating.
My husband took the Chester Karrass course years ago and I swear he wins every one of our “negotiations!” Perhaps by studying these tips myself I’ll improve my outcome.

BlueSteps recently hosted an #ExecCareer Chat on the topic of negotiating executive compensation, featuring John Ryan, from TRANSEARCH.

Some of the questions asked included:

Property owners who want to sell usually have a figure in mind that they plan to ask for their property. That’s their asking price. However, savvy property owners know that asking price and selling price can be two very different numbers. What the market will bear overall and what their property offers that gives it a distinct advantage in the marketplace can bring the two prices quite close together or drive them miles apart.

The 2014 AESC BlueSteps Executive Compensation Report, released today by the Association of Executive Search Consultants (AESC), reveals that almost half (44%) of executives at the CEO/President level experienced a rise in total compensation in the last fiscal year.

Of those CEOs who experienced an increase in total compensation, 37% received +11% or higher growth in the last fiscal year. The greatest percentage of respondents at this level (45.6%) earned annual base salaries in the $251-400K bracket.

It’s a fact that salaries haven’t kept pace with inflation. While the economy seems to be recovering from the slump over the past years, employers are still very cautious when it comes to executive salary increases.  When you are ready to ask for a raise, the best position to be in is one of power. Leveraging your resources such as professional accomplishments, personal and professional network, industry expertise, and more could put you in a much better position when negotiating your salary.


According to the BlueSteps Executive Compensation Survey (2013), many executives (over one-third) felt that they were not being adequately compensated for their work. If you have reached a crossroad in your career where you might be able to negotiate your salary, it is vital that you are equipped and prepared with the skills to ensure you end up with the compensation you deserve. BlueSteps has therefore compiled a list of do’s and don’ts for salary negotiation to help you on your way.

Over 44% of executives reported an increase in total compensation in 2013, according to the BlueSteps Executive Compensation Survey. However, many executives reported concerns that their salaries did not fairly commensurate with performance. Make sure you get what you deserve when negotiating your executive compensation. BlueSteps is hosting a complimentary webinar aimed at giving expert advice to executives seeking to make sure that they get what they deserve during the negotiation process.  

Recently, a colleague of mine who I will call “John” successfully negotiated a highly favorable executive relocation and compensation increase from his Fortune 100 technology and communication company who wanted him and his family to move to Singapore. In a global economy that continues to send mixed signals into the market where heightened expense pressures, elongated recruiting processes, and tighter access to jobs within corporations are juxtaposed with seemingly improved consumer spending and confidence, John secured everything he wanted to maximize his personal reward. I asked him to explain his strategy and I am pleased to share his top four recommendations as best practices.

Executive CompensationIn the workplace, everything is up for negotiation. However, your best chance for bargaining happens when you first get offered a position. Keep this fact in mind: The largest salary increases you’ll likely ever earn are when you go to work for a new employer. Employers expect you to negotiate the offer, not just your executive compensation, so don’t be shy. It’s up to you to ASK for what is fair. There are many executives who DO NOT take this opportunity to give themselves the biggest raise ever.

BlueSteps hosted the #ExecCareer Chat: Negotiating Executive Compensation, featuring Tom Fuller, from Epsen Fuller Group.
Some of the questions asked included: