Chapter 65. Twenty-One Rules of the Negotiating Game (No Matter How Bad the Job Market Is)
Do extensive salary research, preparation, and practice beforehand.
Defer salary discussions until an offer seems imminent.
Discuss salary only with the ultimate decision-maker.
Get the employer to state a salary figure or range first.
Wait until an actual offer is extended before negotiating anything.
Discuss salary only after you have fully described your relevant accomplishments.
Know your strategy before attending the negotiation meeting.
Always negotiate the offer, no matter how good it seems initially.
Finalize the salary first, before negotiating other items such as benefits.
Never misrepresent your former salary.
Don't confuse salary with the full compensation package.
Avoid tying your potential salary to your old salary.
Use silence as one of your most powerful negotiating tools.
Fit is more important than financial compensation.
Leverage one offer against other offers if possible.
Be patient and disciplined throughout the process.
You don't get what you deserve; you get what you negotiate.
Never accept or reject an offer on the spot — do a thorough analysis.
You can only win at negotiation if you're willing to walk away.
Be sure the compensation package you finally accept is a win-win.
Maintain a positive, upbeat attitude and enjoy the game.
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