Directions. Identify a job that you would like to have or use the job that you currently have. 1. Imagine you have been offered this job, but the salary is about 15% below the market rate for this type of job. Example: search Healthcare Manager Marketing Rate. Go to O*NET. Select O*NET OnLine. In search box type in job title, then click Enter. Select your job title line, scroll down to Wages & Employment Trends, input State, zip code and then click on the Go button. A local wage chart will appear with the lowest, middle, and highest range of salaries. Use the lowest salary for my position, which is $76,920 x 15% (below the market)= $11,538. Then you need to take $76,920-$11,538= $65,382. The company is offering me $65,382.00 instead of the market rate of $76,920.00. You will need to do this with your position. 2. Work through the first five steps in the OB Toolbox "Seven Steps to Negotiating a Higher Salary." See below. 3. Write a 2-page paper summarizing your preparation work, and explaining the strategy you expect to use in the negotiation. Seven Steps to Negotiating a Higher Salary 1. Step 1: Overcome your fear