what color is your parachute 2013 by dick bolles - chapter 11 excerpt

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The world's most popular job-search book is updated for 2013 to tailor its long-trusted guidance with up-to-the-minute information and advice for today's job-hunters and career-changers.As unemployment stretches on and people face new challenges in this economy, they turn to What Color Is Your Parachute? to help them find meaningful work. Combining classic elements like the famed Flower Exercise with updated advice on social media and the job market, this revised edition outlines what works-and what doesn't. Career guru Richard N. Bolles demystifies the entire job-search process, from resumes to interviewing to networking. Recently named to Time magazine's list of All-Time 100 Best Non-fiction Books, What Color Is Your Parachute? is a book of practical wisdom that should be required reading for all.To read more about What Color is Your Parachute or Dick Bolles please visit Crown Publishing at www.crownpublishing.com.





What Color Is Your Parachute?A Practical Manual for Job-Hunters and Career-Changers

2013 EditionRevised and Updated Annually



The 2013 Table of ContentsPreface Im Desperate: How Can a Book Help? A Grammar and Language Note xii xv

The BasiCs for JoB-hunTers and Career-ChangersChapter 1 Chapter 2 Chapter 3 Chapter 4 Chapter 5 Chapter 6 Chapter 7 Chapter 8 Chapter 9 Chapter 10 Chapter 11 Chapter 12 How to Find Hope The Seven Secrets About the Job-Market Today The Best and Worst Ways to Look for Jobs Life/Work Planning: Designing a Plan of Attack You Need to Understand More Fully Who You Are Networking and Social Media Five Ways to Choose or Change Careers Do I Really Need a Resume? Sixteen Tips About Interviewing How to Deal with Handicaps (Real or Imagined) The Six Secrets of Salary Negotiation Starting Your Own Business 1 11 23 41 51 127 167 181 201 227 239 255

The Pink PagesAppendix A Finding Your Mission in Life Appendix B A Guide to Dealing with Your Feelings While Out of Work Appendix C A Guide to Choosing a Career Coach or Counselor Appendix D Sampler List of Coaches 272 294 303 319

About the Author Index Update 2013 Foreign Editions of What Color Is Your Parachute? Additional Helpful Resources from the Author: Books

339 340 347 348 349

If you pay peanuts, you get monkeys. James Goldsmith (19331997)

Chapter 11 The Six Secrets

of Salary NegotiationLet us rehearse what weve covered thus far: a resumes purpose is to get you a first interview somewhere; a first interviews purpose is to get you a second interview; a second interviews purpose is to answer your curiosities about them as well as their curiosities about you, and into this by-play come your handicaps (discussed) and the employers prejudices (not discussed); and once thats settled, if you both decide you want to work there, then you come to salary negotiation. Thats where we are now.

Salary. It must be negotiated. It must be discussed. I hope you know that. I remember once talking to a breathless high school graduate, who was elated at having just landed her first job. How much are they going to pay you? I asked. She looked startled. I dont know, she said, I never asked. I just assume they will pay me a fair wage. Boy! did she get a rude awakening when she received her first paycheck. It was so miserably low, she couldnt believe her eyes. And thus did she learn, painfully, what you must learn too: Before accepting a job offer, always ask about salary. Indeed, ask and then negotiate. Its the negotiate that throws fear into our hearts. We feel ill prepared to do this. Well, set your mind at ease; its not all that difficult. While whole books can beand have beenwritten on this subject, there are basically just six secrets to keep in mind.



Chapter 11

The First Secret of Salary NegotiationNever Discuss Salary Until the End of the Interviewing Process When (and If) They Have Definitely Said They Want YouThe end of the interviewing process is difficult to define. Its the point at which the employer says, or thinks, Weve got to get this person! That may be at the end of the first (and therefore the last) interview; or it may be at the end of a whole series of interviews, often with different people within the same company or organization. But assuming things are going favorably for you, whether after the first, or second, or third, or fourth interview, if you like them and they increasingly like you, a job offer will be made. Then, and only then, is it time to deal with the question that is inevitably on any employers mind: how much is this person going to cost me? And the question that is on your mind: how much does this job pay? If the employer raises the salary question earlier, say near the beginning of the interview, innocently asking, What kind of salary are you looking for? you should have three responses ready at your fingertips. Response #1: If the employer seems like a kindly man or woman, your best and most tactful reply might be: Until youve decided you definitely want me, and Ive decided I definitely could help you with your tasks here, I feel any discussion of salary is premature. That will work, in most cases. There are instances, however, where that doesnt work. Then you need: Response #2: You may be face-to-face with an employer who will not be put off so easily, and demands within the first two minutes of the interview to know what salary you are looking for. At this point, you may need your second response: Ill gladly answer that, but could you first help me understand what this job involves? That is a good response, in most cases. But what if it doesnt work? Then you need: Response #3: The employer with rising voice says, Come, come, dont play games with me. I want to know what salary youre looking for. You have your third response ready at hand for this very eventuality. You answer in terms of a range. For example, Im looking for a salary in the range of $35,000 to $45,000 a year.

The Six Secrets of Salary Negotiation


If that still doesnt satisfy them, then consider what this means. Clearly, you are being interviewed by an employer who has no range in mind. Their beginning figure is their ending figure. No negotiation is possible.1 This happens, when it happens, because many employers in this post-Recessionary period of history are making salary their major criterion for deciding who to hire, and who not to hire. Its an old game, now played with new determination by many employers, which runs, among two equally qualified candidates, the one who is willing to work for the least pay, wins. If you run into this situation, and if you want that job badly enough, you will have no choice but to give in. Ask what salary they have in mind, and make your decision. (Of course you can always postpone announcing your decision by saying, I need a little time, to think about this.) However, all the foregoing is merely the worst-case scenario. Usually, things wont go this badly. In most interviews these days, the employer will be willing to save salary negotiation until theyve finally decided they want you (and youve decided you want them). And at that point, the salary will be negotiable.

When You Should Be Willing to Discuss SalaryNot until all of the following conditions have been fulfilled Notuntiltheyvegottentoknowyou,atyourbest,sotheycanseehow you stand out above the other applicants. Notuntilyouvegottentoknowthem,ascompletelyasyoucan,soyou can tell when theyre being firm, or when theyre flexible. Notuntilyouvefoundoutexactlywhatthejobentails. Notuntiltheyvehadachancetofindouthowwellyoumatchthejob requirements. Notuntilyoureinthefinalinterviewatthatplace,forthatjob.1. One job-hunter said his interviews always began with the salary question, and no matter what he answered, that ended the interview. Turned out, this job-hunter was doing all the interviewing over the phone. That was the problem. Once he went face to face, salary was no longer the first thing discussed in the interview.


Chapter 11

Notuntilyouvedecided,Idreallyliketoworkhere. Notuntiltheyvesaid,Wewantyou. Notuntiltheyvesaid,Wevegot to have you. should you get into salary discussion with any employer. If youd prefer this be put in the form of a diagram, here it is:

WHEN TO NEGOTIATE SALARYYour Bargaining Position

Best Time

Too Early

We must have you. We love you.

We got you.

We like you.

Too Late

Who are you? Time

Reprinted by permission of Paul Hellman, author of Ready, Aim, Youre Hired! and president of Express Potential (www.expresspotential.com). All rights reserved.

Why is it to your advantage to delay salary discussion? Because, if you really shine during the hiring-interview, they mayat the end offer you a higher salary than they originally had in mind when the interview startedand this is particularly the case when the interview has gone so well, that theyre now determined to obtain your services.

The Six Secrets of Salary Negotiation


The Second Secret of Salary NegotiationThe Purpose of Salary Negotiation Is to Uncover the Most That an Employer Is Willing to Pay to Get YouSalary negotiation would never happen if every employer in every hiring-interview were to mention, right from the start, the top figure they are willing to pay for that position. Some employers do, as I mentioned. And thats the end of any salary negotiation. But, of course, most employers dont. Hoping theyll be able to get you for less, they start lower than theyre ultimately willing to go. This creates a range. And that range is what salary negotiation is all about. For example, if the employer wants to hire somebody for no more than $20 an hour, they may start the bidding at $12 an hour. In which case, their range runs between $12 and $20 an hour. So, why do you want to negotiate? Because, if a range is thus involved, you have every right to try to discover the highest salary that employer is willing to pay you within that range. The employers goal is to save money, if possible. Your goal is to bring home to your family, your partner, or your own household the most money that you can, for the work you will be doing. Nothings wrong with the goals of either of you. But it does mean that, where the employer starts lower, salary negotiation is legitimate, and expected.

The Third Secret of Salary NegotiationDuring Salary Discussion, Never Be the First One to Mention a Salary FigureWhere salary negotiation has been kept offstage for much of the interview process, when it finally does com