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Event Details

    The Art of Compensation Negotiation

    Date: July 10, 2014, 7:30am – 9:00am
    Beth Gilley - Director, Discussion Group
    Greenblum & Bernstein, PLC
    1950 Roland Clarke Place, Suite 100
    Reston, VA 20191
    (703) 716-1191
    Event Type:
    Discussion Group Meeting
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    Please join us for this lively discussion. You are welcome to extend an invitation to interested colleagues. No fee is charged for attending.  However, registration is required on-line, at least 24 hours in advance. If you have questions, contact Beth Gilley at 703.444.2254 or

    Our Discussion for July 10th:

    The Art of Compensation Negotiation

    Both employers and employees face negotiations with one another in all aspects of the employment relationship, but one form of negotiations has remained complicated and often uncomfortable for many regardless of which side of the table you sit on. Negotiating salary is a two-way street that requires informed decision making when acting on behalf of your company or yourself in light of the different factors that influence the design of compensation packages. What's the best way to conduct compensation negotiations, including what to say and what not to say? What considerations should be assessed to ensure good stewardship of company resources, competitiveness in the marketplace and equitable pay?

    Come prepared to discuss the following:

    • How to become a more effective and creative collaborator
    • Why planning is the most important (and frequently neglected) part of the negotiation process.
    • How to make appropriate use of multiple negotiation strategies and techniques
    • The power that comes from understanding the other party’s perspective
    • How to use and respond to negotiation tactics

    Our facilitator for this discussion is Kim Keating:

    Kim Keating is Founder and Managing Director of Keating Advisors. With over 18 years of experience, Kim serves as a trusted advisor to numerous industry leading organizations. Under her guidance and expertise, Kim helps organizations develop a clear talent management vision and strategy. She specializes in working with leaders to align their strategy, organization design, and compensation practices to deliver improved performance and results. Kim helps individuals negotiate more effectively and speaks regularly on women and the pay gap.

    Prior to founding Keating Advisors, Kim was a consultant at Mercer Human Resource Consulting and Sibson & Company, human capital consulting firms where she worked with organizations to address strategic human resources challenges.  Her senior corporate roles include leading the rewards function for The Advisory Board Company, a research think-tank, and the Motley Fool, a financial education company. Preceding her human resources career, Kim was a financial analyst at Morgan Stanley Investment Bank and Chief Financial Officer at Teach for America.

    Kim holds an M.B.A. from the Harvard Graduate School of Business Administration and a B.B.A. in finance from Southern Methodist University. Kim was awarded an International Rotary Ambassadorial Scholarship and studied at the United States International University in Nairobi, Kenya.

    Kim is a published author and speaks frequently on the topic of talent management and compensation. She has been published in the WorldatWork and CUPA HR Journals, as well as quoted in business and women’s publications, including the Washington Business Journal and Essence Magazine. Kim is currently a board member of Foundation, whose mission is to encourage women to pursue their ambitions, and NURU International, a nonprofit dedicated to ending global extreme poverty. She currently lives in Washington, DC.