Secrets of Power Salary Negotiating: Inside Secrets from a Master Negotiator

241 Pages·2006·1.17 MB·English

by  Roger Dawson

S
ecrets
of
Power
S
alary
Negotiating
Inside Secrets From a Master Negotiator
By
R D
OGER AWSON
Franklin Lakes, NJ
Copyright © 2006 by Roger Dawson
All rights reserved under the Pan-American and International Copyright
Conventions. This book may not be reproduced, in whole or in part, in any
form or by any means electronic or mechanical, including photocopying,
recording, or by any information storage and retrieval system now known
or hereafter invented, without written permission from the publisher,
The Career Press.
SECRETSOF POWER SALARY NEGOTIATING
EDITEDBY JODI BRANDON
TYPESETBY EILEEN DOW MUNSON
Cover design by Johnson Design
Printed in the U.S.A. by Book-mart Press
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada:
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information on books from Career Press.
The Career Press, Inc., 3 Tice Road, PO Box 687,
Franklin Lakes, NJ 07417
www.careerpress.com
Library of Congress Cataloging-in-Publication Data
Dawson, Roger, 1940-
Secrets of power salary negotiating : inside secrets from a master
negotiator / by Roger Dawson.
p. cm.
ISBN-13: 978-1-56414-860-5 (paper)
ISBN-10: 1-56414-860-2 (paper)
1. Employment interviewing. 2. Wages. 3. Negotiation. 4. Job
hunting. I. Title.
HF5549.5.I6D39 2006
650.14´4—dc22
2005058102
Dedication (cid:68)(cid:68)(cid:68)
To all the fine employers who value their
employees and are eager to pay them what
they are worth.
To all my seminar attendees who have
shared their salary negotiation stories with
me over the years.
To the human resource directors who shared
their expertise with me but preferred to
remain anonymous.
To the love of my life,
my wife Gisela.
To my three amazing children,
Julia, Dwight, and John.
To my two brilliant grandchildren,
Astrid and Thomas.
Portions of this book were previously published in Secrets
of Power Negotiating and Secrets of Power Negotiating for Sales-
people (both published by Career Press) and are used with
the permission of the publisher.
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Contents
Preface: What You’ll Get From This Book 9
Introduction 11
Section I: Getting the Offer, 13
Part One: Resumes—Getting an Interview 15
Chapter 1: Preparing the Resume 16
Part Two: The Interview—Getting a Job Offer 23
Chapter 2: Gathering Information About the Company 25
Chapter 3: Preparing for the Interview 28
Chapter 4: Handling the Issue of Money 34
Chapter 5: What the Interviewer Is Looking for 38
Chapter 6: Problem Issues 44
Part Three: Responding to the Offer 47
Chapter 7: What Can You Get? 48
Chapter 8: How Much Should You Ask For? 53
Chapter 9: Leaving Your Present Job 57
Chapter 10: Getting a Raise in Your Present Job 62
Part Four: Closing Tactics 65
Chapter 11: The Tugboat Close 67
Chapter 12: The Paddock Close 69
Chapter 13: The “That Wouldn’t Stop You” Close 71
Chapter 14: The “You Can Afford It” Close 73
Chapter 15: The “Leave ’Em Alone” Close 75
Chapter 16: The Vince Lombardi Close 76
Chapter 17: The Silent Close 78
Chapter 18: The “Subject-To” Close 80
Chapter 19: The Ben Franklin Close 82
Chapter 20: The Dumb Mistake Close 84
Chapter 21: The Final Objection Close 86
Chapter 22: The Puppy Dog Close 88
Chapter 23: The Minor Point Close 90
Chapter 24: The Positive Assumption Close 91
Chapter 25: The Return Serve Close 92
Chapter 26: The Alternate Choice Close 93
Chapter 27: The Doorknob Close 95
Chapter 28: The Divide and Conquer Close 96
Chapter 29: The Let ’Em Think Close 98
Chapter 30: The Bank Note Close 99
Chapter 31: The Recall Close 100
Chapter 32: The Take Control Close 102
Chapter 33: The Dawson Pledge 104
Section II: Negotiating Compensation, 105
Part One: Preparing for the Negotiation 107
Chapter 34: Power Comes From Having Options 108
Chapter 35: The Magic of the Trade-Off 114
Chapter 36: Negotiating a Raise in Pay Can
Be Nerve-Racking 117
Chapter 37: Never Negotiate With Someone Who
Can Only Say No to You 121
Chapter 38: Anticipating Objections 125
Chapter 39: Concentrate on the Issues 127
Part Two. Negotiating Pressure Points 129
Chapter 40: Time Pressure 130
Chapter 41: Information Power 134
Chapter 42: Projecting That You’re Prepared to
Walk Away 138
Part Three. Negotiating Gambits 141
Chapter 43: Ask for More Than You Expect to Get 142
Chapter 44: Don’t say Yes to the First Proposal 150
Chapter 45: Flinch at the First Proposal 154
Chapter 46: Don’t Be Confrontational 159
Chapter 47: The Vise Gambit 162
Chapter 48: Pressure Without Confrontation 167
Chapter 49: Don’t Offer to Split the Difference 179
Chapter 50: Don’t Take on Their Problems 183
Chapter 51: Trading Off 186
Chapter 52: Good Guy/Bad Guy 191
Chapter 53: Taper Down the Size of Your Concessions 198
Chapter 54: How to Handle an Impasse 203
Chapter 55: How to Handle a Stalemate 206
Chapter 56: How to Handle a Deadlock 209
Chapter 57: Positioning for Easy Acceptance 212
Chapter 58: Nibbling for Your Next Increase 216
Chapter 59: Let’s Make This Win-Win 224
Index 229
About the Author 233
Seminars and Speeches by Roger Dawson 235
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Preface
What You’ll Get From
This Book
If you’re an employee and you bought this book to learn
some tricks to get your employer to pay you more than you’re
worth, you’re going to be a mite disappointed. Yes, I’ll teach
you how to gain power in a negotiation, and I’ll teach you
some negotiating techniques that will get your employer (or
potential employer) to pay you what you’re worth, but I do
not intend to tell you how you can get your employer to pay
you more than you’re worth. That, after all, would disrupt the
sensitive fabric of capitalism as we know it.
If you’re an employer who bought this book hoping to
learn how to keep your employees slaving away at the modern
equivalent of a salt mine for less than they are worth, you,
too, are going to be disappointed.
What I believe is that many employees are working for
far less than they are worth simply because they don’t know
how to negotiate a salary, and many employers could get far
more from their employees if they knew how to negotiate com-
pensation packages that would stimulate their employees to
produce more.
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