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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