BUSINESSWEEK ONLINE : OCTOBER 16, 2000 ISSUE
BUSINESSWEEK INVESTOR Getting What You're Worth 1. Know what you want in salary and benefits 2. Learn the range of salaries paid for your job 3. Evaluate alternatives and consider what-if scenarios 4. Open negotiations with a reasonable salary request 5. Focus on your strengths, not your vulnerabilities 6. Show concrete examples of your usefulness 7. Be firm about your needs but flexible on how to meet them 8. Know how to turn employers' negative statements to your advantage 9. Stay with it--''no'' may be only the beginning, so be creative in your response DATA: THE SHADOW NEGOTIATION BY DEBORAH KOLB AND JUDITH WILLIAMS _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _					RELATED ITEMS How to Boost Your Bargaining Powers TABLE: Getting What You're Worth INTERACT E-Mail to Business Week Online

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