Table of Contents
Preface ix
Talk Money to Power 1
Know You Worth 2
What's Your Salary I.Q.? 2
What Are You Really Worth? 5
Math 101 - Calculate Your Compensation 6
Let's Talk Real Money 8
Getting Hired Higher 10
The Problem With Salaries 10
Your Guide to Salary Smarts 11
A Different Approach 13
Acquire Useful Resources 14
It's All About Giving Value 15
Myths, Mistakes, and Money in Your Future 16
Myths and Realities 16
30 Deadly Salary Mistakes 29
Put More Money in Your Future 32
Compensation Trends 33
Benefits as Compensation 33
Know the Value of Jobs 34
Benefit and Security Trends 35
30 Important Compensation Trends 37
Flexibility in Your Future 46
Know Your Worth and Calculate It Right 48
Valuing Individuals Versus Positions 48
Calculate the "Going Rate" 49
Determine Salary Comparables 55
Conduct Your Own Salary Survey 62
Document Your Performance 65
Calculate Your Value and Your Salary Range 67
Be Prepared 69
30 Rules for Success 70
Learn and Follow the Rules 70
Orient Yourself to Job Search Success 71
Value Yourself Appropriately 75
Document Your Value 75
Use Supports 76
Project an Image of Value and Success 76
Invest the Employer's Time in You 77
Ask and Answer Questions Intelligently 78
Take Notes During Negotiations 79
Be Realistic and Seek Common Ground 79
Be Thoughtful and Mindful of the Future 81
Additional Resources for Salary Success 81
Respond Right to Ads and Applications 83
Handling the Compensation Issue 83
Salary Issues 84
Determine the Value of Jobs 85
Deal With Your Salary History 88
State Your Salary Requirements 92
Respond to Stated Salary Ranges 94
Communicate Your Value in Job Interviews 96
Talking Salary at the Interview 96
Interviewing Principles 97
Initiating the Salary Question 102
Answering the Salary Question 105
Questions You Need to Answer 107
Questions You Should Ask 110
Use Positive Form 112
Analyze Your Listener 114
Manage Questions With Positive Content 114
Overcome Objections and Negatives 117
Take Initiative 119
Negotiate the Best Compensation Package 121
Go For It! 121
Levels of Flexibility 122
Negotiating Techniques 124
Handling Objections to Your Request 127
Receiving Benefits 130
The Stock Option Game 132
Renegotiate the Future 134
Handling Non-Negotiable Environments 135
Don't Expect Too Much 136
Finalize the Offer With Attitude 139
Take Time 139
Consider the Offer 140
Get It in Writing 142
Accept, Close, and Follow Through 143
Salary Increases, Raises, and Promotions 146
The Myth of Performance 146
Get Performance Raises 148
Taking Salary Initiative 151
Threats and Alternative Offers 152
Salary Finder 154
Salaries and Salary Ranges 154
Local Variations 156
Salaries for 795 Selected Occupations 158
Continuing Salary Success 179
Index 181
The Authors 185
Career Resources 187