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Salary Negotiations Know-How
 Career Advice

By Robin Ryan,
Career Coach

Robin Ryan is considered America's most popular career coach with over 1000 TV & radio appearances including Dr. Phil Show, Oprah, Fox News, CNN.

She is the best-selling author of: What to Do with the Rest of Your Life; 60 Seconds & You're Hired!; Winning Resumés; and Winning Cover Letters; and also the DreamMaker & Interview Advantage Audio Programs.

Robin has a busy career counseling practice providing individual career coaching, resumé writing services and interview preparation to clients nationwide.

A dynamic national speaker, Robin frequently teaches audiences how to improve their lives and obtain greater success.

To contact Robin, or to purchase her books and audio training programs click here:

Copyright 2005 Robin Ryan. All rights reserved.

You can successfully put more dollars in your pocket if you learn the techniques to negotiate.

A key concept to understand is this: Whoever mentions money first loses. Always let the employer state what the salary range is, don't offer what you want. Why? You can lose the job by being too low. You could also leave thousands on the table, taking you years of raises to recover what you could have asked for - and gotten - during the negotiations time. Here's some guidelines to secure a bigger paycheck:

Requests for a salary history…(one quarter of employers do) just ignore this request. But if the ad insists, stating, "We won't consider anyone who doesn't send a salary history" you can comply in a clever way that preserves your negotiating power. Instead of revealing your old salary, offer a statement of fact, citing a salary survey source (available from professional associations, in magazines or at Quote them a salary range, commenting that you are looking within that range.

Employers report that they use the salary question as a device to screen out applicants. While you worry the employer won't pay high enough, in reality often times employers eliminate you because your salary was too low, thus automatically downgrading your skills. Be careful of another clever trick. Always leave the salary boxes blank on job applications. This is a legal document and can result in your being fired if you "fudge" on the true number.

Don't reveal your salary -- ever. Many clients reported they LOST jobs because early in the interview they told the hiring manager their actual salary.

The HR recruiter later clued in a client that once the hiring manager heard the low figure her current employer paid her, he devalued her skills as "low level."

Too late, she learned the correct salary negotiation technique is to never reveal a previous salary. She never made that mistake again. A few weeks later, she masterfully dodged the salary questions when interviewing with an impressive high tech company. Coupled with good answers and solid work examples, she DOUBLED the pay of the job she left landing a great mid-level management position.

If you are asked in an interview, "What salary you currently make?", simply volley their question back with one of your own. Reply with "What is the range that this job pays?".

Get the job offer first….then discuss money and benefits. It's after the employer has screened candidates and decided you're the one for the job, that you have the most power to suggest they offer more -- money, vacation, perks -- and get it!

Try to negotiate. Many applicants simply accept the offer as given. Too bad -- because in the last 18 months I've seen employers offer higher salaries and more lucrative benefits packages, simply because the prospective employee asked for them.

Source: Book, "60 Seconds & Your Hired" by Robin Ryan

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Copyright 2005 Robin Ryan. All rights reserved.