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PREFACE TO 7TH EDITION

After 25 years in print we’re changing Salary Making Rule #2. New research data supports a radical shift from “Let Them Go First,” to “You Go First.” Wow! You’ll discover the rule and its rationale in Chapter 4. In this 7^th edition, I have added info on a “Lock Down” maneuver to mitigate the extra risk the “you go first” strategy incurs.

A special thanks to the countless people who have taken a moment to call me or email me their success stories. I always appreciate hearing them.

The 7th edition preserves enhancements from the 6th edition. New names, addresses, and some extra web sites were added. Some highlights:

• Chronological index to handling negotiations. What to do before the search, during negotiations, after negotiations, etc.

• An up-front “Lightning Round” section. I added a mini-book at the very beginning with the condensed basics in it so readers who got the book at the last minute can learn the five essentials in 15 minutes or less.

• Salary Tele-coaching. I have included some examples in Chapter 12. You’re invited to enlist me or my colleagues as a coach in this regard. Check out Chapter 12 or visit the website www.SalaryNegotiations.com.

• Expanded Internet Salary Research section.

• Achieving Financial Independence. At the end of Chapter 12, you’ll find information about a free report on three ways to get out of the salary negotiating syndrome altogether by achieving financial freedom without changing careers.

This edition is supplemented with articles you’ll find on my website www.SalaryNegotiations.com. You’ll also find updates on internet resources and other goodies. Click on the “Bought The Book” button and enter password BoughtTheBook.

Disclaimer: Fictitious names throughout.