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Salary Making Rule 1: Postpone Salary Talk Until There’s an Offer

Your biggest leverage and strongest tactic in negotiations is to NOT show your hand to the employer. Rule 1 says to avoid discussing and disclosing salary information until they are actually making you an offer.

Reason 1:	Otherwise you may be screened out of perfectly suitable interviews.
Reason 2:	Otherwise the employer may use your information as a way to make a low-ball offer when the time comes.
Reason 3:	As people’s desire for something grows, so does their flexibility about how much they can afford.

Chapter Two explains how they can move from “Budget,” to “Fudgit,” to “Judgit.”

Initially employers are in a “budget” mentality. By waiting until they understand your value, you give the employer time to move to the “Judgit” stage. That’s a place where they are the most flexible, resourceful, and creative about compensation.

Problem: It’s tough to avoid salary talk. And employers are growing more and more insistent about knowing your salary parameters up front.

Possible Solution 1:	Trade disclosing salary info for an assurance you’ll get an interview.
Possible Solution 2:	Preempt their question by asking them first what the position pays.
Possible Solution 3:	State an all-inclusive wide range.
Possible Solution 4:	Use any of the 15 phrases in chapter 2.

What if you’ve already told them your salary history or expectations? Don’t despair. To make up for the blunder, do an extra special job researching your market value (chapter 5) so you feel very confident in asking for your full market value.

Read The Book To Learn

• Postponing phrases

• Stories about success using salary making rule 1

• A deeper look at Budget, Fudgit, and Judgit stages and how to use that for negotiating leverage

• Importance of salary negotiations to overall job satisfaction and success