| Preface | vii |
Chapter 1 | Let's Talk Money to Power | 1 |
| What's Your Salary I.Q.? | 2 |
| What Are You Really Worth? | 4 |
| Math 101--Calculate Your Compensation | 5 |
| Let's Talk Real Money | 8 |
| Getting Hired Higher | 10 |
| The Problem With Salaries | 11 |
| Your Guide to Salary Smarts | 12 |
| A Different Approach | 13 |
| Acquire Useful Resources | 15 |
| It's All About Giving Value | 16 |
Chapter 2 | Myths, Mistakes, and Money in Your Future | 17 |
| Myths and Realities | 17 |
| 30 Deadly Salary Mistakes | 32 |
| Put More Money in Your Future | 35 |
Chapter 3 | Important Compensation Trends You Should Know | 36 |
| Benefits as Compensation | 36 |
| Know the Value of Jobs | 37 |
| Benefit and Security Trends | 38 |
| 30 Important Compensation Trends | 40 |
| Flexibility in Your Future | 51 |
Chapter 4 | Know Your Worth and Calculate It Right | 54 |
| Valuing Individuals Versus Positions | 54 |
| Calculate the "Going Rate" | 55 |
| Determine Salary Comparables | 62 |
| Conduct Your Own Salary Survey | 71 |
| Document Your Performance | 74 |
| Calculate Your Value and Salary Range | 77 |
| Be Prepared | 78 |
Chapter 5 | 30 Rules For Success | 80 |
| Learn and Follow the Rules | 80 |
| Orient Yourself to Job Search Success | 81 |
| Value Yourself Appropriately | 86 |
| Document Your Value | 86 |
| Use Supports | 87 |
| Project an Image of Value and Success | 88 |
| Invest the Employer's Time in You | 88 |
| Ask and Answer Questions Intelligently | 89 |
| Take Notes During Negotiations | 90 |
| Be Realistic and Seek Common Ground | 91 |
| Be Thoughtful and Mindful of the Future | 93 |
Chapter 6 | Responding Effectively to Salary Questions | 95 |
| Handling the Compensation Issue | 95 |
| Salary Issues | 96 |
| Determine the Value of Jobs | 97 |
| Deal With Your Salary History | 101 |
| State Your Salary Requirements | 107 |
| Respond to Stated Salary Ranges | 108 |
Chapter 7 | Communicate Your Value in Job Interviews | 111 |
| Talking Salary at the Interview | 111 |
| Interviewing Principles | 112 |
| Initiating the Salary Question | 119 |
| Answering the Salary Question | 122 |
| Questions You Need to Answer | 125 |
| Questions You Should Ask | 128 |
| Use Positive Form | 130 |
| Analyze Your Listener | 132 |
| Manage Questions With Positive Content | 133 |
| Overcome Objections and Negatives | 136 |
| Take Initiative and Consider Your Future | 139 |
Chapter 8 | Negotiate Your Best Compensation Package | 141 |
| Go For It! | 141 |
| Levels of Flexibility | 142 |
| Negotiating Techniques | 144 |
| Handling Salary Objections to Your Request | 148 |
| Receiving Benefits | 151 |
| The Stock Option Game | 153 |
| Renegotiate the Future | 156 |
| Handling Non-Negotiable Environments | 157 |
| Don't Expect Too Much | 159 |
Chapter 9 | Finalize the Offer With Attitude | 161 |
| Take Time 161 | |
| Consider the Offer | 162 |
| Get It in Writing | 164 |
| Accept, Close, and Follow-Through | 165 |
Chapter 10 | Salary Increases, Raises, and Promotions | 169 |
| The Myth of Performance | 169 |
| Get Performance Raises | 171 |
| Taking Salary Initiative | 175 |
| Threats and Alternative Offers | 176 |
Chapter 11 | Find Your Salary Range | 178 |
| Salaries and Salary Ranges | 178 |
| Local Variations | 181 |
| Salary Ranges For Selected Occupations | 182 |
Chapter 12 | Use the Right Resources | 191 |
| Books and Directories | 191 |
| Professional Associations | 193 |
| Magazines, Newspapers, Special Reports | 194 |
| Internet Resources | 195 |
| Continuing Salary Success | 200 |
| Index | 201 |
| The Authors | 205 |
| Career Resources | 206 |