The document summarizes a presentation on salary negotiation skills. It outlines keys to successful salary negotiation such as promoting your personal brand, researching your case, and valuing yourself. It also discusses common negotiation fears and provides tips for putting negotiation skills into action, including setting the scene, handling salary questions, and negotiating beyond base salary.

1. Salary Negotiation Skills Presented by Kelly Magowan SixFiguresInternational.com, February 2009

2. Presentation Overview Combating Your Negotiation Fears Keys to Successful Salary Negotiation Putting Salary Negotiation into Action

3. “ We negotiate 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

4. 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

5. 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

6. 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

7. 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

8. Number #1 Key to Negotiation Self Worth = Net Worth

9. 4 Steps for Salary Negotiation Success Confidence Powerful Active Language Research Practice, Practice, Practice

10. The 3 F’s of Salary Negotiation F un F ortune F ame

11. 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

12. The Office – Salary Negotiation http://www.youtube.com/watch?v=Nym0H-ttOY4

13. Salary Negotiation Tips (Audio) Jack Chapman Postpone talking $ until an offer is made Let them go first Bet quiet or use the word hmmm Come back with your research & response Clinch the deal and deal some more! http://www.youtube.com/watch?v=lednGJ1hhFo

14. The Recruiters Negotiation Perspective d http://www.youtube.com/watch?v=guUEJAcz6cI&feature=related

15. Thank You From SixFiguresInternational.com the Premium Job Site for $100K+