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

Secrets of

Power

Salary Negotiating Inside Secrets From a Master Negotiator

By

ROGER DAWSON

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. SECRETS OF POWER SALARY NEGOTIATING EDITED BY JODI BRANDON TYPESET BY 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: 201-848-0310) to order using VISA or MasterCard, or for further 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, 1940Secrets 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 DDD 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 Salespeople (both published by Career Press) and are used with the permission of the publisher.

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Preface







Part One




Part Two




Part Three




Part Four




Part One




Part Two




Part Three



< Index

acceptance time, 131 Africa, 73 Alternate Choice Close, the, 93 amiables, 102 asking for more, 144 Bank Note Close, the, 99 Ben Franklin Close, the, 82 Berne, Eric, 102 Best Alternative to a Negotiated Agreement, 108 Bureau of Labor Statistics, 25 campus activities, 38 Carnegie, Dale, 42 Carter, Jimmy, 194 character, 40 charisma, 40 charitable work, 20 chess gambits, 141 Christopher, Warren, 127 closing tactics, 65 coercive power, 117-119

college graduates, 55 compensation package negotiating the, 23 the total, 35 reviewed, 50 increased, 11 competencies, 19 computer skills, 19 concession small, 200 the final, 199 equal-sized, 198 taper down the size of, 198 confrontation, pressure without, 167 consistency, 39 corporate culture, 30 cost of living, calculating, 55 cost-of-living increase, 62 counter-offer, submitting a, 35 credentials, 38 Dawson Pledge, the, 104 deadlock, 203 how to handle a, 209

229

230

Secrets of Power Salary Negotiating

Dean Witter, 117 degrees, educational, 38 details, tie up the, 132 dignity, leaving with, 60 discrimination, 16 Divide and Conquer Close, the, 96 Doorknob Close, the, 95 Dumb Mistake Close, the, 84 ego, 102 eye contact, maintaining, 41 Feel, Felt, Found formula, 159 Final Objection Close, the, 86 fired, what if you were, 45 flexible hours, 50 flinching, 154-157 following up, 17 foreign languages, 20 Freud, Sigmund, 102 Germany, 38 Getty, John Paul, 41 Good Guy/Bad Guy, 191 Google, 26 Gorillas in the Mist, 73 Green Bay Packers, 77 Guinness Book of World Records, 11 Haig, Alexander, 194 handshake, a good, 40 higher authority counter-gambits to, 170 using a, 168 hiring bonuses, 48 Hoovers, 26

IBM, 42 id, 102 impasse definition of, 203 how to handle an, 203 information power, 117-119, 130 insurance, 49 internal equity, 53 internet use, 25 interview process, 32 questions, 29 face-to-face, 15 getting an, 15 preparing for the, 28 purpose of an, 23 rehearsing for the, 29 Iran hostage situation, 194-195 irreplaceable, become, 109 issues, concentrating on the, 127 job hunt, 58 job offer, getting a, 23 King, Martin Luther, 41 Kissinger, Henry, 143 leadership skills, 30 “Leave ’Em Alone” Close, the, 75 Los Angeles Dodgers, 111 low offer, what to do with a, 35 Madison Avenue, 162 Minor Point Close, the, 90 money, handling the issue of, 34 Monster.com, 25

Index moral character, 40 Mother Theresa, 41 Mulhearn, Bruce, 119 negotiable factors, 49 negotiating a raise in pay, 114 an increase, 11 compensation, 105 gambits, 141 pressure points, 129 severance, 57 a good salary, 10 preparing for the, 107 confrontational, 159 inexperienced, 209 nibbling, 216 objections anticipating, 125 standard, 125 offer responding to the, 47 the amount of an, 53 Onassis, Aristotle, 41 options, 108 Paddock Close, the, 69 parachute jump, 28 peer group levels, 135 performance bonuses, 50 Petropoulis, Ted, 24 picture, 18 positioning for acceptance, 212 Positive Assumption Close, the, 91 power expertise, 42 information, 42, 130

231

punishment, 39 reward, 39 present job, leaving your, 57 pressure points, negotiating, 129 pressure without confrontation, 167 pressure, time, 130 Priestly, Joseph, 82 problem issues, 44 professional advancement, 49 profit sharing, 50 profit, making a, 49 protocol about leaving, 60 punishment power, 39 Puppy Dog Close, the, 88 questions at the interview, 29 closed-ended, 136 open-ended, 136 qualifying, 30 the tough, 134 raise, getting a, 62 Recall Close, the, 100 recognition by the industry, 39 recreation, 50 reference, getting a good, 44 relocation allowances, 50 resume include a picture, 18 things to include on your, 19 optimum length of, 17 preparation, 16-18 purpose of the, 15 submitting a, 15 things to exclude from, 16

232

Secrets of Power Salary Negotiating

retirement plan, 50 Return Serve Close, the, 92 reward power, 39, 117-118 salary history, 51 negotiation, 15 salary.com, 53 salaryexpert.com scholastic achievements, 38 scuba diving, 28 Secrets of Power Persuasion, 40 Senate judicial committee, 29 severance packages, 48 pay, 50 negotiating, 57 signing bonus, 50 Silent Close, the, 78 skills, stress your, 31 smile, giving a, 41 split the difference, 179 stalemate definition of, 203 how to handle a, 206 Standard and Poor’s, 26 stock options, 50 style, tailor your, 19 Subject To Close, the, 80 superego, 102 Supreme Court, 29

surveys of the marketplace, 53 Take Control Close, the, 102 taper down concessions, 198 “That Wouldn’t Stop You” Close, the, 71 thoroughbred horses, 69 time pressure, 130 title power, 117 titles, job, 39 trade-off, magic of the, 114 Trade-Off, the, 186 trade-offs, getting your own, 189 travel, 49 Tugboat Close, the, 67 unemployment, dealing with, 45 University of Southern California, 117 USAJobs.com, 25 Vince Lombardi Close, the, 76 Virgin Islands, 28 Vise Gambit, the, 162 walk away, be prepared to, 111, 138 Wall Street Journal, the, 25 warm thought, pushing out a, 41 work-related issues, 50 writing, get it in, 36 “You Can Afford It” Close, the, 72

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