University of Minnesota - UMN Executive Leadership Insights
Secrets of Power Salary Negotiating
Book

Secrets of Power Salary Negotiating

Inside Secrets from a Master Negotiator

Roger Dawson
Career Press, 2006
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Editorial Rating

8

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  • Applicable

Recommendation

On the surface, this is an extremely basic book, but it includes some gems about negotiating and closing techniques. These short, concise lessons could prove very valuable. Author Roger Dawson lists 23 closing techniques, 16 tactical gambits and several good ideas on preparing for negotiations. He covers the journey you must take to get to your first salary negotiation - from sending in your resume to mastering the job interview - and he explains how to get more money when you are promoted. His style is chatty and straightforward, and you can easily apply his techniques. The trick is to deploy them at the right times. Experienced negotiators can skip the first few chapters and get right to the meatier strategies. getAbstract recommends this manual to anyone who negotiates salary deals of any kind.

Summary

The Art of Negotiating

Before you can get a raise, you have to get a job, so create a resume that makes an employer want to interview you. Customize your resume to win a specific job. In the early stages of an application process, recruiters will quickly drop resumes that do not include the right background.

Stress your achievements and problem-solving abilities. Because of U.S. anti-discrimination laws, there is no need to mention age, religion, marital status or appearance. Start with a powerful headline that applies to the job you seek. Describe your capabilities, accomplishments and job history. Send in your resume and call the recruiter about three days later to ask for an interview.

If you are seriously pursuing a specific job, use cleverness to get an interview: Write an introductory letter saying how well you could do that job. Then, enlarge it to poster size and send it in. Or, mail in an old shoe with a note saying, "Now that I’ve got my foot in the door." Used appropriately, creativity and humor often can cut through the review process.

Surviving the Job Interview

A job interview can be very intimidating. You may find yourself trying...

About the Author

Roger Dawson is a leading expert in negotiating. As a full-time speaker since 1982, he has trained executives, managers and salespeople in the U.S., Canada, Asia and Australia. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople and Secrets of Power Persuasion.

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