The Key to Successful Salary Negotiation

By Marty Nemko

Despite knowing many negotiating strategies, I often negotiated unsuccessfully until I recognized the key: appearing confident. Most negotiators won't concede much to a fearful opponent. How to increase your confidence? The more of these you can muster, the better: interest from another employer, evidence that others in similar jobs are paid more, showing that your work generates the employer beaucoup bucks, and recognizing that your boss is likely scared--if she loses you, she'll have the cost and hassle of finding and training your replacement. Appear confident in negotiations--you'll more likely cash in.

What can you do today?
Work on one of the confidence builders listed above.