Salary Negotiation Skills
Presented by Kelly Magowan
SixFiguresInternational.com, February 2009
Presentation Overview
• Combating Your Negotiation Fears
• Keys to Successful Salary Negotiation
• Putting Salary Negotiation into Action
“We negotiate to find acceptable solutions to find acceptable solutions to problems. We start with two solutions (yours and mine) to the same problem, be it two prices, two shares, two delivery dates, two wage rates, two budget levels, and so on. When we negotiate we search for one solution which we can both agree. It is unlikely to be the same as either of the solutions each of us started with; if it were then somebody would have given in, which is not a negotiation.”
G.Kennedy, Pocket Negotiator, Economist Books
Who are the World’s Best Negotiators?Who are the World’s Best Negotiators?
Children:
• Know how to get what they want;
• Are utterly ruthless at having their needs met;
• Have no sense of responsibility;
• Have no sense of shame or feelings of remorse or notion of guilt;
• Have no milk of kindness;
• Have no long-term plans.
G.Kennedy, Pocket Negotiator, Economist Books
Common Negotiation Fears
• Not getting hired
• Getting fired
• Being turned down for a pay rise or promotion
• Conflict
• Uncertainty of self worth
• Hearing the word NO
Combating Your Negotiation Fears
• Distinguish between discussion and conflict
• If you fail to plan, you plan to fail!
• Always have alternatives
• NO can mean different things
Keys to Successful Salary Negotiation
• Don’t wait to be offered – ASK
• Promote your personal brand
• Learn about salary negotiation
• Research and prepare your case
• Anticipate problems
• Value yourself
Number #1 Key to Negotiation
Self Worth = Net Worth
4 Steps for Salary Negotiation Success
1. Confidence
2. Powerful Active Language
3. Research
4. Practice, Practice, Practice
The 3 F’s of Salary Negotiation
1. Fun
2. Fortune
3. Fame
Putting Salary Negotiation Into Action
• Setting the scene
• Handling salary questions with:
• Current employers, potential employers & recruitment agencies
• Negotiate beyond the base salary
• Documentation & witnesses
The Office – Salary Negotiation
http://www.youtube.com/watch?v=Nym0H-ttOY4
Salary Negotiation Tips (Audio) Jack Chapman
1. Postpone talking $ until an offer is made
2. Let them go first
3. Bet quiet or use the word hmmm
4. Come back with your research & response
5. Clinch the deal and deal some more!
http://www.youtube.com/watch?v=lednGJ1hhFo
The Recruiters Negotiation Perspective
d http://www.youtube.com/watch?v=guUEJAcz6cI&feature=related
Thank You FromSixFiguresInternational.com
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