23 OCTOBER 2015

STICKING TO THE GRIDDO NEGOTIATIONS ELICIT A FIGHT OR FLIGHT RESPONSE?

PRESENTED BYJENNIFER LO

2 STICKING TO THE GRID | 23 October 2015 | Confidential

NEW YORK TO TENNESSEESENIOR DESIGN ENGINEER

MOVERS

3

FACT FINDINGINFORMATION IS POWER

LeverageWho?

What?

When? Where?

Why?

How?

STICKING TO THE GRID | 23 October 2015 | Confidential

4

NEGOTIABLE FACTORSSOURCES OF LEVERAGE

Flexible Work Hours

Vacation Days

Relocation

Expenses

Salary

Signing Bonus

Start Date

STICKING TO THE GRID | 23 October 2015 | Confidential

5

PRIORITIZEIMPACT & IMPORTANCE

1

2

3

4

5

6

Salary

Relocation Expenses

Signing Bonus

Vacation Days

Flexible Work Hours

Start Date

STICKING TO THE GRID | 23 October 2015 | Confidential

6

FORM A PLANNING GRIDKEEP IT REALRAN

KNEGOTIABLE

FACTORS MAX MIN

1 Salary $90,000/ yr. $80,000/ yr.

2 Relocation ExpensesCompany pays:

Temp. housing, movers, & travel

$5,000 lump sum

3 Signing Bonus $10,000 $3,000

4 Vacation Days 5 weeks 3 weeks

5 Flexible Work Hours M-F(40 hrs./ wk.)

M-F @ 8AM-5PM(40 hrs./ wk.)

6 Start Date 2 months from date of offer

3 weeks from date of offer w/ company paid

commute for 3-4 weeks

STICKING TO THE GRID | 23 October 2015 | Confidential

7

CONTRACT NEGOTIATIONGRID MODIFICATION

STICKING TO THE GRID | 23 October 2015 | Confidential

SUPPLIER RANK

BUSINESS

RANKNEGOTIABLE

FACTORS MAX MIN

4 1 Validation Cover full validation cost IQ & OQ

6 2 Quality 100% with penalty 99%

1 3 Cost Reduction 20% in 5 yrs. 10% in 5 yrs.

2 4 Payment Terms 2% 10 Net 60 Net 60

3 5 Lead Time Reduction 25% Year 1: 5 days

Year 2: 10 days

5 6 Lead Time 40 days 70 days

Do your homework. Ask the right questions. Rank your negotiable items. Determine your max & min.

STICK TO THE GRID.