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Chapter 3:

Salary-Making Rule 1: When to Discuss Money

Mr. Employer walks into the waiting room and introduces himself. You smile and shake hands. He leads you to his office, invites you to sit down, and then describes the job he’s interviewing you for. Next he glances at your resume and poses a few questions about your qualifications. You do your best to convince him of your quality. Now Mr. Employer looks you straight in the eye and asks, “By the way, what sort of a salary are you looking for?”

What do you do?

Follow Salary-Making Rule 1, which instructs that one time and one time only is appropriate for talking salary. In a moment, I’ll tell you exactly when that is. For now, here’s a hint: This is not it.

To understand why that’s so, you first need to learn an odd yet true piece of human nature that applies to all of us, including Mr. Employer.