Secrets of Power Salary Negotiating by Roger Dawson

Last updated: Jul 17, 2023

Summary of Secrets of Power Salary Negotiating by Roger Dawson

The book "Secrets of Power Salary Negotiating" by Roger Dawson is a comprehensive guide that provides valuable insights and strategies for negotiating a higher salary. Dawson emphasizes the importance of preparation, knowledge, and effective communication in salary negotiations.

The book begins by highlighting the significance of understanding the power dynamics involved in salary negotiations. Dawson explains that employers often have more power due to their knowledge of the industry, market conditions, and the candidate pool. However, he emphasizes that candidates can level the playing field by conducting thorough research and being well-prepared.

Dawson emphasizes the importance of setting specific goals and determining the desired salary range before entering negotiations. He provides practical tips on how to research industry standards, company policies, and the market value of the position. Armed with this information, candidates can confidently negotiate for a salary that aligns with their skills and experience.

The book also delves into the psychology of negotiation, highlighting the significance of building rapport and establishing a positive relationship with the employer. Dawson provides techniques for effective communication, such as active listening, asking open-ended questions, and using persuasive language. He also emphasizes the importance of non-verbal communication, including body language and tone of voice.

Furthermore, Dawson provides strategies for handling common negotiation tactics used by employers, such as lowball offers, counteroffers, and stalling tactics. He advises candidates on how to respond to these tactics and maintain control of the negotiation process.

In addition to salary, the book also covers other aspects of compensation, such as bonuses, benefits, and perks. Dawson provides guidance on how to negotiate these elements effectively, ensuring a comprehensive compensation package.

Throughout the book, Dawson emphasizes the importance of maintaining a positive mindset and confidence during negotiations. He provides tips on how to overcome fear, handle rejection, and stay focused on the end goal.

In conclusion, "Secrets of Power Salary Negotiating" by Roger Dawson is a comprehensive guide that equips readers with the knowledge, strategies, and confidence to negotiate a higher salary. By emphasizing the importance of preparation, effective communication, and understanding power dynamics, Dawson empowers candidates to advocate for their worth and secure a fair compensation package.

1. Understand the Power of Silence

In negotiations, silence can be a powerful tool. Many people feel uncomfortable with silence and rush to fill the void with unnecessary information or concessions. However, by remaining silent, you can put pressure on the other party to make a move or reveal more information. Silence can also give you time to think and assess the situation before responding. By embracing silence and using it strategically, you can gain an advantage in salary negotiations.

For example, when the employer makes an offer, instead of immediately accepting or countering, take a moment to pause and think. This silence can make the employer feel uneasy and potentially lead them to improve their offer. Additionally, during salary discussions, if the employer asks about your current salary or salary expectations, avoid giving an immediate answer. Instead, use silence to your advantage and let the employer make the first move.

2. Research and Prepare

One of the most important aspects of salary negotiation is being well-prepared. Before entering any negotiation, it is crucial to research and gather information about the industry standards, company policies, and the specific position you are applying for. This knowledge will give you a solid foundation to negotiate from and help you justify your desired salary.

Additionally, researching the company's financial health, recent successes, and any upcoming projects can provide valuable insights that you can use during negotiations. For example, if you discover that the company has recently secured a major contract or received funding, you can leverage this information to argue for a higher salary, as the company may have more resources available.

3. Focus on Value, Not Need

When negotiating your salary, it is important to shift the focus from your personal needs to the value you bring to the company. Employers are more likely to be convinced by the value you can provide rather than your personal financial situation. Therefore, instead of emphasizing your financial needs, highlight your skills, experience, and achievements that make you a valuable asset to the company.

For instance, instead of saying, "I need a higher salary to cover my expenses," you can say, "Based on my track record of increasing sales by 20% in my previous role, I believe I can contribute significantly to the company's revenue growth and deserve a higher salary." By framing the negotiation in terms of the value you bring, you are more likely to persuade the employer to meet your salary expectations.

4. Use the Flinch Technique

The Flinch Technique is a powerful tool to use during salary negotiations. When the employer makes an offer, react with a visible flinch or surprise. This reaction can create doubt in the employer's mind and make them question whether their offer is fair or competitive.

For example, if the employer offers a salary of $50,000, you can respond with a flinch and say, "Wow, that's lower than I was expecting." This technique can prompt the employer to reconsider their offer and potentially increase it. However, it is important to use the Flinch Technique judiciously and not overdo it, as it may come across as insincere or manipulative.

5. Leverage Multiple Offers

If you have received multiple job offers or have other potential opportunities in the pipeline, you can use them to your advantage during salary negotiations. By letting the employer know that you have other options, you create a sense of competition and urgency, which can lead to a higher salary offer.

For instance, you can say, "I have received another job offer with a higher salary, but I am really interested in working for your company. Is there any room for negotiation on the salary?" This approach demonstrates your value and gives the employer a reason to reconsider their initial offer.

6. Be Willing to Walk Away

One of the most important principles of salary negotiation is being prepared to walk away if the employer is not willing to meet your salary expectations. This mindset gives you the confidence and leverage to negotiate from a position of strength.

By demonstrating that you are not desperate and have other options, you increase your bargaining power. If the employer realizes that they may lose a highly qualified candidate, they may be more inclined to improve their offer. However, it is essential to assess your own limits and determine the point at which you are willing to walk away.

7. Negotiate Beyond Salary

Salary negotiations are not limited to just the base salary. There are various other aspects that can be negotiated, such as bonuses, stock options, vacation time, flexible working hours, professional development opportunities, and more.

Consider what other benefits or perks are important to you and how they can contribute to your overall compensation package. By expanding the negotiation beyond salary, you may be able to secure additional benefits that can enhance your work-life balance or long-term financial goals.

8. Maintain a Positive and Professional Attitude

Throughout the negotiation process, it is crucial to maintain a positive and professional attitude. Negotiations can sometimes become tense or challenging, but it is important to remain calm, respectful, and focused on finding a mutually beneficial solution.

A positive attitude can help build rapport with the employer and create a more collaborative negotiation environment. It is also important to listen actively and show genuine interest in the employer's perspective. By demonstrating your professionalism and willingness to find common ground, you increase the likelihood of reaching a successful negotiation outcome.