Chapter Eight: Follow-Up and Negotiation

Table of Contents
Teaching Tools
Student Learning Tools
Instructor Teaching Tools

Target Competency

Learning Outcomes

Lecture Outline

Lecture Notes

Discussion Questions with Suggested Answers

1. A Winning Attitude Discussion
2. Okay Pay Discussion

Answer Key: Self-Check Questions

Chapter Summary

Answer Key: Skill/Term Check

Key Terms

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 Chapter Eight: Follow-Up and Negotiation

Teaching Tools
Student Learning Tools
Instructor’s Manual
PowerPoint Presentations
Test Bank

Target Competency
Demonstrate successful follow-up and learn how to effectively negotiate. Chapter 8 guides the
student through the follow-up and negotiation steps of the interview process, preparing the
student to negotiate effectively after receiving the job offer. (text pages 235; ppt 22).

Learning Outcomes
(text page 225; ppt 2)
1. Demonstrate the two-step follow-up procedure.
2. Apply the art of successful negotiation.
3. Understand the elements in making a sound career decision.
4. Negotiate once you have a job.
5. Manage obstacles and frustrations in the job search.

Lecture Outline
LO 8-1: The Two-Step Follow-Up Procedure (text pages 237 – 242; ppt 3)
The Interview is Not Over Until the Thank You Note is Sent (text page 237; ppt 3)
Two Thank You Notes Are Better Than One (text pages 237 - 242; ppt 3)
Thank You Notes When You Are Turned Down (text page 242; ppt 4)
LO 8-2: Applying the Art of Successful Negotiation (text pages 243 – 248; ppt 6-8)
Self- Check 1- 3 (Text page 243; ppt 5)
LO 8-3: Making a Sound Career Decision (text pages 248 – 255; ppt 9)
Negotiation Student Success Story (text pages 249 – 251)
How to Diplomatically Ask for What You Want (text page 251; ppt 10 - 11)
Getting the Offer in Writing (text page 252; ppt 12)
Job Offer Acceptance Letter (text page 252; ppt 13)
“Don’t Sell the Farm” Yet (text page 252; ppt 14)
Juggling Offers (text pages 252 – 253)
How to Turn Down an Offer Successfully (text pages 253 - 254; ppt 15)
Make a Decision. Then Make a Right Decision (text page 255; ppt 16)
Self-Check 4 – 6 (text page 256; ppt 17)
LO 8-4: Negotiate Once You Have the Job (text pages 256 – 258; ppt 18)
Asking for a Raise (text pages 256 - 257)
Turn the Performance Evaluation into a Negotiation Opportunity (text pages 257 – 258)
LO 8-5: Managing Obstacles and Frustrations (text pages 258 – 261; ppt 19)
Job Search Rejection Tips (text page 259; ppt 20)
Get Support (text pages 259 - 260)
Roadblocks, Side Trips, and Detours (text page 260; ppt 21)

Lecture Notes
LO 8-1: The Two-Step Follow-Up Procedure (text pages 237 – 242; ppt 3)

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 Chapter Eight: Follow-Up and Negotiation

The Interview is Not Over Until the Thank You Note is Sent (text page 237; ppt 3)
Notes: Encourage the students to write a thank you note with every interview in order to leave a
positive impression. For a class activity, ask the students to write a thank you note to a current
instructor or campus staff member. This will help them hone the skill and will also make the day
of the person who receives the note.

Two Thank You Notes Are Better Than One (text page 237 - 242; ppt 3)
Notes: Reference Figures 8.1-8.7 for multiple examples of thank you notes. Encourage that
class to send two different thank you messages to the employer (email and snail mail for
example). Stress to students that the different delivery times will remind the employer of their
interview on more than one occasion and will also let him know that they are enthusiastic about
the job.

Thank You Notes When You Are Turned Down (text page 242; ppt 4)
Notes: Refer back to the networking portions of the text. Explain to students that, although they
haven’t received the position, they may still be considered at a later time and should be gracious
through the interview process. Writing a thank you note despite not receiving the job lets the
employer know that the applicant maintains a positive attitude.

Self- Check 1- 3 (Text page 243; ppt 5)

LO 8-2: Applying the Art of Successful Negotiation (text pages 243 – 248; ppt 6-8)
Lecture notes: Encourage students to create lists which focus on what they have to offer.
Because salary/pay is a difficult subject, students need to gain confidence about their value to a
company. Let students know that asking questions during the negotiation process is
recommended (ppt. 7). Create practice interview questions involving salary. Ask students to
respond without providing an exact figure. Stress that the starting offer should preferable come
from the interviewer. Discuss and write on the board examples of non-negotiables.

LO 8-3: Making a Sound Career Decision (text pages 248 – 255; ppt 9)
Notes: Instruct students to weigh their options prior to accepting an offer. Keeping a list of
negotiable areas helps when determining a jobs value (ppt. 9).

Negotiation Student Success Story (text pages 249 – 250)

Notes: Use the student story (pgs. 249-250) as an example of the negotiation process.
Reference the website provided by the instructor (pg. 250) which provides salary ranges.
Students need to understand that they should not be driven by fear during a negotiation. They
need to research what is appropriate pay and benefits based upon their skill level.
How to Diplomatically Ask for What You Want (text page 251; ppt 10 - 11)
Notes: Stress to the students that their words are critical when negotiating salary. If the final
offer is not what they hoped for, they can continue looking for other positions or consider the
next review if they accept the job.

Getting the Offer in Writing (text pages 252; ppt 12)

Notes: Teach the students that a verbal job offer should be followed by a written contract or a
follow up in an email so something is in writing. Make sure they read the contract before signing
and that the terms match the verbal offer agreed upon.

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 Chapter Eight: Follow-Up and Negotiation
Job Offer Acceptance Letter (text pages 252; ppt 13)
Notes: Ask students to visit the website in Cyber Trip 8.4 to find examples of acceptance letters.
They should bring a copy to class and compare their examples with those of other classmates.

“Don’t Sell the Farm” Yet (text pages 252; ppt 14)
Notes: Discuss with students that most new jobs have a probationary period. The company has
a right to let them go if they do not meet their expectations. Keeping this in mind, the student
should make sure to wait on purchasing a new home (if relocating) or making other significant
purchases until this period has ended.

Juggling Offers (text pages 252 – 253)

Notes: Let students know that, if they are fortunate enough to receive more than one offer, they
should ask each employer when they need a final decision. Students must weigh the benefits of
both positions. They also have the option of letting the employers know that they are evaluating
other offers—which may pose benefits or risks.

How to Turn Down an Offer Successfully (text pages 253 - 254; ppt 15)
Notes: Remind the students of the importance of networking as discussed in previous chapters.
Even if they are considering turning down a job offer, they must still use professional courtesy
(ppt 15).

Make a Decision. Then Make a Right Decision (text pages 255; ppt 16)
Notes: Teaching students to be wise in decision-making is critical. Tell students t o weigh the
good and bad of the job, to ask respected advisors for advice but to also trust their instincts.
Consider creating job scenarios to help student practice these steps.

Self-Check 4 – 6 (text page 256; ppt 17)

LO 8-4: Negotiate Once You Have the Job (text pages 256 – 258; ppt 18)
Asking for a Raise (text pages 256 - 257)
Notes: Encourage students to consider asking for a raise if they are deserving (page 256).
Stress that raises are given based upon performance factors and should not be expected based
upon the salary of coworkers. Students should approach the topic with supervisors carefully and
well-prepared, and well timed.
Turn the Performance Evaluation into a Negotiation Opportunity (text 257 – 258)
Notes: Explain to students that evaluations will be used to assess how they perform on the job.
This often provides an opportunity to negotiate pay increases or benefit changes. Stress to the
student to listen closely during the evaluation meeting. They should not expect to be rewarded if
their performance is viewed negatively but can if the evaluation is good. As with new job
negotiations, the student should come prepared to show how they are vital to the company and
are deserving of a pay and/or benefit increase.
LO 8-5: Managing Obstacles and Frustrations (text pages 258 – 261; ppt 19)
Notes: Remind students that every interview is a learning experience. Maintaining a positive
perspective and improving in the process each time will eventually lead to landing the right job.
Focus the student on courtesy and networking opportunities.

Job Search Rejection Tips (text page 259; ppt 20)

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 Chapter Eight: Follow-Up and Negotiation
Notes: Help the students keep job rejection in perspective (ppt 20). The goal is to not give up
and to consider other options after each experience. Encourage the students to ask for advice
from professionals if their job searches continue to be unsuccessful.

Get Support (text pages 259 - 260)

Notes: Encourage students to identify the people in their lives that offer support. Go over
positive talk strategies with them as well. Consider bringing in motivational books, DVD’s, or
magazines to offer as alternative morale boosters.

Roadblocks, Side Trips, and Detours (text page 260; ppt 21)
Notes: Stress the importance of alternate plans during the job-seeking process. If one job falls
through, make sure to continue to apply at other locations. Each missed opportunity is moving
them closer to the right job. Taking a “not as perfect job” while continuing to search for “the
perfect job” is possible.

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 Chapter Eight: Follow-Up and Negotiation

Discussion Questions with Suggested Answers

1. The 11th Hour Principle Discussion
Look at page 260 – 261 of the text.

AsAsAs a class, discuss the 11th Hour Principle and how students can benefit from it.
In the 11th hour, the tide turns. Students should be reminded not to settle, but rather to
persevere! Go to one more interview, and write one more thank you letter, and shake one more
hand even when discouraged.

2. Okay Pay Discussion

As a class, discuss the ways an employer determines an appropriate salary. Is it appropriate for
two people with the same position to be paid different amounts? Why is it inappropriate to
discuss salary with co-workers?
Possible student responses: education level, years experience, special training or certifications,
cost of living.
Two people with the same job may be paid different amounts if one is more experienced or has
a higher level of education.
Salary is not an appropriate discussion because it is a private subject matter and is based upon
performance and experience factors that differ for each employee.

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 Chapter Eight: Follow-Up and Negotiation

Answer Key: Self-Check Questions

(text pages 243, 256; ppt 5, 17)
(text page 243; ppt 5):
1. Describe the two-step follow-up procedure? Ans. Step 1: Send an email Thank You the
same day as the interview. Step 2: Send a snail mail Thank You.
2. Why are two thank you notes better than one? Ans. To separate yourself from the pack,
show sincere interest in the position, and remain visible to the hiring manager.
3. Should you still send a thank you even if you are not hired? Why or why not? Ans. Yes.
You may be considered in the future by the employer, especially if the person hired does
not work out.

(text page 256; ppt 17)

1. Describe the acceptable way to ask for additional time to consider an offer. Ans. Ask
directly for 24 hours to consider the offer.
2. What are two of your non-negotiables? Ans. Answers will vary. They might include
salary or vacation days or flexible hours.
3. What are the appropriate steps for turning down an offer? Ans.
- Stay friendly and positive to all.
- Be honest.
- Gather more information.
- Buy Time.
- Can you afford to turn them down?
- Decline professionally.

Answer Key: Skill/Term Check

(text page 262; ppt 23)
1. What are the two thank you strategies suggested for follow-up? Ans. (LO 8-1; text page
237; ppt 3). Step 1: Send an email Thank You the same day as the interview. Step 2:
Send a snail mail Thank You.
2. What marketing tool should you include in a job acceptance letter? Ans. (LO 8-3; text
page 252; ppt 13) Use a business letter format; reinforce your professionalism by
confirming start date, salary, and other important details.
3. What are two negotiation questions you might ask? Ans. (LO 8-2; text pages 245 -246;
ppt 7 - 8) Answers might include start date, performance review period, benefits.
4. Why is important to ask questions about the position before accepting an offer? (LO 8-2;
text page 245; ppt 7) Ans. Asking questions provides information to help you evaluate
the job offer.
5. Explain the 70/30 rule in your own words. Ans. (LO 8-3, text page 251, Career Coach
8.5; ppt 10) If an offer has 70% or more of what you want and less than 30% of what you
do not want, then you may be in the ballpark for accepting.
6. Name one bad time of the day and one good time of the day to ask for a raise. Ans. (LO
8-4; text pages 256 - 257; ppt 18) A bad time of day is at the very beginning of the day or
late in the day or right before lunch. A good time of day is mid-morning, after lunch, or
mid-afternoon.
7. How can one avoid frustration from job search rejection? Ans. (LO 8-5, text page 248 -
250; ppt 19) Keep perspective, get support, work on improving job skills and job search
skills.

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 Chapter Eight: Follow-Up and Negotiation
8. How can you turn a rejection into something positive? Ans. (LO 8-5; text page 259; ppt
19-20) Even in rejection these experiences can help you improve your interviewing skills.
Be sure and take the post interview information as data and learn from it.

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without the prior written consent of McGraw-Hill Education.