format.
2. Use keywords heavily in the introduction of the resume, not at the end.
3. Keywords are almost always nouns, related to skills, such as financial analysis, marketing,
accounting, or Web design.
4. When sending your resume via email in an ASCII format, attach (if you can) a nicely formatted
one in case it does go through and the reader would like to see your creativity
and preferred layout. If you do attach it, use a common program like MS Word.
5. Don’t focus on an objective in the introduction of the resume, but rather accomplishments,
using keywords to describe them.
6. Don’t post your resume to your own Web site unless it is a very slick page. A poorly
executed Web page is more damaging than none at all.
7. Before you email your resume, experiment sending it to yourself and to a friend as a test
drive.
8. Look up the Web site of the company you are targeting to get recent news information
about new products, etc., and look for their job posting for new information.
9. Before your interview or verbal contact, research the company’s Web site.
10. Use a font size between 10 and 14 point, make it all the same for an ASCII format resume,
and don’t create your resume for emailing with lines exceeding 65 characters.
11. In case your resume may be scanned, use white paper with no borders and no creative
fonts.
12. Include your email address on your resume and cover letter.
13. Don’t email from your current employer’s IP network.
14. Don’t circulate your work email address for job search purposes.
15. In the “subject” of your email (just below the “address to” part), put something more
creative than “Resume Enclosed.” Try “Resume showing 8 years in telecommunications
industry” (if that is your chosen industry), for example.
16. For additional sources of online job searching, do a “search” on the Web for job searching,
your company, and your specific discipline for additional information.
17. Be careful of your spelling on the Internet. You will notice more spelling errors on email
exchanges than you will ever see in mailed letter exchanges.
18. Try to make sure your resume is scannable. This means it has a simple font, no borders,
no creative lining, no bold face, no underlining, no italics, and limited if any columning.
Though the practice of scanning is overestimated, it should still be a consideration.
19. Purchase or check out of a library an Internet directory listing the many links to job opportunities
out there. There are thousands.
20. If you are using the email as your cover letter, keep it brief. If the reader is reading on
screen, their tolerance for reading long information is reduced dramatically.
21. Always back up what you can on a disk.
22. If you post your resume to a newsgroup, first make sure that this is acceptable to avoid
any problems with other participants.
23. Remember that tabs and spaces are the only formatting you can do in ASCII.
24. Make sure you check your email every day. If you are communicating via the Internet,
people may expect a prompt return.
25. Don’t send multiple emails to ensure that one gets through. Try to send it with a
confirmation of receipt, or keep a look out for a notice from you ISP that the message
didn’t go through.
25 NETWORKING TIPS
1. Two-thirds of all jobs are secured via the networking process. Networking is a systematic
approach to cultivating formal and informal contacts for the purpose of gaining
information, enhancing visibility in the market, and obtaining referrals.
2. Effective networking requires self-confidence, poise, and personal conviction.
3. You must first know the companies and organizations you wish to work for. That will
determine the type of network you will develop and nurture.
4. Focus on meeting the “right people.” This takes planning and preparation.
5. Target close friends, family members, neighbors, social acquaintances, social and religious
group members, business contacts, teachers, and community leaders.
6. Include employment professionals as an important part of your network. This includes
headhunters and personnel agency executives. They have a wealth of knowledge about
job and market conditions.
7. Remember, networking is a numbers game. Once you have a network of people in place,
prioritize the listing so you have separated top-priority contacts from lower-priority ones.
8. Sometimes you may have to pay for advice and information. Paying consultants or professionals
or investing in Internet services is part of the job search process today, as long
as it’s legal and ethical.
9. Know what you want from your contacts. If you don’t know what you want, neither will
your network of people. Specific questions will get specific answers.
10. Ask for advice, not for a job. You should not contact someone asking if they know of any
job openings. The answer will invariably be no, especially at higher levels. You need to
ask for things like industry advice, advice on geographic areas, etc. The job insights will
follow but will be almost incidental. This positioning will build value for you and make
the contact person more comfortable about helping you.
11. Watch your attitude and demeanor at all times. Everyone you come in contact with is a
potential member of your network. Demonstrate enthusiasm and professionalism at all
times.
12. Keep a file on each member of your network and maintain good records at all times. A
well-organized network filing system or database will yield superior results.
13. Get comfortable on the telephone. Good telephone communication skills are critical.
14. Travel the “information highway.” Networking is more effective if you have email, fax,
and computer capabilities.
15. Be well prepared for your conversation, whether in person or over the phone. You should
have a script in your mind of how to answer questions, what to ask, and what you’re trying
to accomplish.
16. Do not fear rejection. If a contact cannot help you, move on to the next contact. Do not
take rejection personally—it’s just part of the process.
17. Flatter the people in your network. It’s been said that the only two types of people who
can be flattered are men and women. Use tact, courtesy, and flattery.
18. If a person in your network cannot personally help, advise, or direct you, ask for referrals.
19. Keep in touch with the major contacts in your network on a monthly basis. Remember,
out of sight, out of mind.
20. Don’t abuse the process. Networking is a two-way street. Be honest and brief and offer
your contacts something in return for their time, advice, and information. This can be as
simple as a lunch, or offering your professional services in return for their cooperation.
approach to cultivating formal and informal contacts for the purpose of gaining
information, enhancing visibility in the market, and obtaining referrals.
2. Effective networking requires self-confidence, poise, and personal conviction.
3. You must first know the companies and organizations you wish to work for. That will
determine the type of network you will develop and nurture.
4. Focus on meeting the “right people.” This takes planning and preparation.
5. Target close friends, family members, neighbors, social acquaintances, social and religious
group members, business contacts, teachers, and community leaders.
6. Include employment professionals as an important part of your network. This includes
headhunters and personnel agency executives. They have a wealth of knowledge about
job and market conditions.
7. Remember, networking is a numbers game. Once you have a network of people in place,
prioritize the listing so you have separated top-priority contacts from lower-priority ones.
8. Sometimes you may have to pay for advice and information. Paying consultants or professionals
or investing in Internet services is part of the job search process today, as long
as it’s legal and ethical.
9. Know what you want from your contacts. If you don’t know what you want, neither will
your network of people. Specific questions will get specific answers.
10. Ask for advice, not for a job. You should not contact someone asking if they know of any
job openings. The answer will invariably be no, especially at higher levels. You need to
ask for things like industry advice, advice on geographic areas, etc. The job insights will
follow but will be almost incidental. This positioning will build value for you and make
the contact person more comfortable about helping you.
11. Watch your attitude and demeanor at all times. Everyone you come in contact with is a
potential member of your network. Demonstrate enthusiasm and professionalism at all
times.
12. Keep a file on each member of your network and maintain good records at all times. A
well-organized network filing system or database will yield superior results.
13. Get comfortable on the telephone. Good telephone communication skills are critical.
14. Travel the “information highway.” Networking is more effective if you have email, fax,
and computer capabilities.
15. Be well prepared for your conversation, whether in person or over the phone. You should
have a script in your mind of how to answer questions, what to ask, and what you’re trying
to accomplish.
16. Do not fear rejection. If a contact cannot help you, move on to the next contact. Do not
take rejection personally—it’s just part of the process.
17. Flatter the people in your network. It’s been said that the only two types of people who
can be flattered are men and women. Use tact, courtesy, and flattery.
18. If a person in your network cannot personally help, advise, or direct you, ask for referrals.
19. Keep in touch with the major contacts in your network on a monthly basis. Remember,
out of sight, out of mind.
20. Don’t abuse the process. Networking is a two-way street. Be honest and brief and offer
your contacts something in return for their time, advice, and information. This can be as
simple as a lunch, or offering your professional services in return for their cooperation.
21. Show an interest in your contacts. Cavette Robert, one of the founders of the National
Speakers Association, said, “People don’t care how much you know, until they know how
much you care.” Show how much you care. It will get you anywhere.
22. Send thank-you notes following each networking contact.
23. Seek out key networking contacts in professional and trade associations.
24. Carry calling cards with you at all times to hand out to anyone and everyone you come
in contact with. Include your name, address, phone number, areas of expertise, and/or
specific skill areas.
25. Socialize and get out more than ever before. Networking requires dedication and massive
amounts of energy. Consistently work on expanding your network.
25 “WHAT DO I DO NOW THAT I HAVE
MY RESUME?” TIPS
MY RESUME?” TIPS
1. Develop a team of people who will be your board of directors, advisors, and mentors. The
quality of the people you surround yourself with will determine the quality of your results.
2. Plan a marketing strategy. Determine how many hours a week you will work, how you’ll
divide your time, and how you’ll measure your progress. Job searching is a business in
itself—and a marketing strategy is your business plan.
3. Identify 25 (50 would be better) companies or organizations that you would like to work
for.
4. Contact the companies, or do some research, to identify hiring authorities.
5. Define your network (see “Networking Tips”). Make a list of everyone you know including
relatives, friends, acquaintances, family doctors, attorneys, and CPAs, the cleaning
person, and the mail carrier. Virtually everyone is a possible networking contact.
6. Prioritize your list of contacts into three categories: 1) Strong, approachable contacts, 2)
good contacts or those who must be approached more formally, and 3) those who you’d
like to contact but can’t without an introduction by another party.
7. Set up a filing system or database to organize and manage your contacts.
8. Develop a script or letter for the purpose of contacting the key people in your network,
asking for advice, information, and assistance. Then start contacting them.
9. Attempt to find a person, or persons, in your network who can make an introduction into
one of the 25 or 50 companies you’ve noted in number 3.
10. Spend 65 to 70 percent of your time, energy, and resources networking because 65 to 70
percent of all jobs are secured by this method.
11. Consider contacting executive recruiters or employment agencies to assist in your job
search.
12. If you are a recent college graduate, seek out assistance from the campus career center.
13. Scout the classified advertisements every Sunday. Respond to ads that interest you, and
look at other ads as well. A company may be advertising for a position that does not fit
your background, but say in the ad they are “expanding in the area,” etc. You have just
identified a growing company.
14. Seek out advertisements and job opportunities in specific trade journals and magazines.
15. Attend as many social and professional functions as you can. The more people you meet,
the better your chances are of securing a position quickly.
16. Send out resumes with customized cover letters to targeted companies or organizations.
Address the cover letter to a specific person. Then follow up.
17. Target small to medium-sized companies. Most of the opportunities are coming from
these organizations, not large corporations.
18. Consider contacting temporary agencies. Almost 40 percent of all temporary personnel
are offered permanent positions. Today, a greater percentage of middle and upper management,
as well as professionals, are working in temporary positions.
19. Use online services. America Online, Prodigy, and CompuServe have career services, employment
databases, bulletin boards, and online discussion and support groups, as well
as access to the Internet. This is the wave of the future.
20. If you are working from home, be sure the room you are working from is inspiring, organized,
and private. This is your space and it must motivate you!
21. If your plan is not working, meet with members of your support team and change the
plan. You must remain flexible and adaptable to change.
22. Read and observe. Read magazines and newspapers and listen to CNBC, CNN, and so
on. Notice which companies and organizations are on the move and contact them.
quality of the people you surround yourself with will determine the quality of your results.
2. Plan a marketing strategy. Determine how many hours a week you will work, how you’ll
divide your time, and how you’ll measure your progress. Job searching is a business in
itself—and a marketing strategy is your business plan.
3. Identify 25 (50 would be better) companies or organizations that you would like to work
for.
4. Contact the companies, or do some research, to identify hiring authorities.
5. Define your network (see “Networking Tips”). Make a list of everyone you know including
relatives, friends, acquaintances, family doctors, attorneys, and CPAs, the cleaning
person, and the mail carrier. Virtually everyone is a possible networking contact.
6. Prioritize your list of contacts into three categories: 1) Strong, approachable contacts, 2)
good contacts or those who must be approached more formally, and 3) those who you’d
like to contact but can’t without an introduction by another party.
7. Set up a filing system or database to organize and manage your contacts.
8. Develop a script or letter for the purpose of contacting the key people in your network,
asking for advice, information, and assistance. Then start contacting them.
9. Attempt to find a person, or persons, in your network who can make an introduction into
one of the 25 or 50 companies you’ve noted in number 3.
10. Spend 65 to 70 percent of your time, energy, and resources networking because 65 to 70
percent of all jobs are secured by this method.
11. Consider contacting executive recruiters or employment agencies to assist in your job
search.
12. If you are a recent college graduate, seek out assistance from the campus career center.
13. Scout the classified advertisements every Sunday. Respond to ads that interest you, and
look at other ads as well. A company may be advertising for a position that does not fit
your background, but say in the ad they are “expanding in the area,” etc. You have just
identified a growing company.
14. Seek out advertisements and job opportunities in specific trade journals and magazines.
15. Attend as many social and professional functions as you can. The more people you meet,
the better your chances are of securing a position quickly.
16. Send out resumes with customized cover letters to targeted companies or organizations.
Address the cover letter to a specific person. Then follow up.
17. Target small to medium-sized companies. Most of the opportunities are coming from
these organizations, not large corporations.
18. Consider contacting temporary agencies. Almost 40 percent of all temporary personnel
are offered permanent positions. Today, a greater percentage of middle and upper management,
as well as professionals, are working in temporary positions.
19. Use online services. America Online, Prodigy, and CompuServe have career services, employment
databases, bulletin boards, and online discussion and support groups, as well
as access to the Internet. This is the wave of the future.
20. If you are working from home, be sure the room you are working from is inspiring, organized,
and private. This is your space and it must motivate you!
21. If your plan is not working, meet with members of your support team and change the
plan. You must remain flexible and adaptable to change.
22. Read and observe. Read magazines and newspapers and listen to CNBC, CNN, and so
on. Notice which companies and organizations are on the move and contact them.
23. Set small, attainable, weekly goals. Keep a weekly progress report on all your activities.
Try to do a little more each week than the week before.
24. Stay active. Exercise and practice good nutrition. A job search requires energy. You must
remain in superior physical and mental condition.
25. Volunteer. Help those less fortunate than you. What goes around comes around.
25 INTERVIEWING TIPS
1. Relax. The employment interview is just a meeting. And although you should not treat
this meeting lightly, don’t forget that the organization interviewing you is in need of your
services as much as, or perhaps more than, you are of theirs.
2. The key to successful interviewing is rapport building. Most people spend their time
preparing for interviews by memorizing canned responses to anticipated questions. Successful
interviewers spend most of their time practicing the art of rapport building
through the use of powerfully effective communicating techniques.
3. Prepare a manila folder that you will bring to the interview. Include in the folder:
* company information (annual reports, sales material, etc.)
* extra resumes (6–12) and your letters of reference
* 15 questions you’ve prepared based on your research and analysis of the company
* a blank legal pad, pen, and anything else you consider helpful (e.g., college transcripts)
4. Dress appropriately. Determine the dress code and meet it. If their dress is business casual,
you still need to be dressed in business professional. Practice proper grooming and
hygiene.
5. Shoes, of course, must be polished.
6. Wear limited jewelry.
7. Call the day before and confirm the appointment—it will set you apart.
8. Be certain that you know exactly where you’re going. Arrive in plenty of time. You should
be at the receptionist’s desk 10–12 minutes before the scheduled interview.
9. Prior to meeting the receptionist, check your appearance. Check your hair, clothing, and
general image. Test your smile.
10. Secretaries, administrative assistants, and receptionists often have a say in the hiring
process. Make a strong first impression with them.
11. Look around the office and search for artifacts that disclose the personality and culture
of the company—and possibly the interviewer. This information will be helpful in initially
breaking the ice, when you first begin discussions.
12. Be aware of your body language. Sit erect, with confidence. When standing and walking,
move with confidence!
13. Your handshake should be firm, made with a wide-open hand, fingers stretched wide
apart. Women should feel comfortable offering their hands and firm and friendly handshakes.
A power handshake and great smile will get you off to a great start.
14. Eye contact is one of the most powerful forms of communicating. It demonstrates confidence,
trust, and power.
15. During the interview, lean forward toward the interviewer. Show enthusiasm and sincere
interest.
16. Take notes during the interview. You may want to refer to them later in the interview. If
you are uncomfortable with this, ask permission first.
17. Be prepared for all questions, especially uncomfortable ones. Before the interview, script
out a one-page response for each question that poses a problem for you, and practice
repeating it until you’re comfortable with it.
18. Communicate your skills, qualifications, and credentials to the hiring manager. Describe
your market value and the benefits you offer. Demonstrate how you will contribute to the
bottom line. Show how you can 1) improve sales, 2) reduce costs, 3) improve productivity,
or 4) solve organizational problems.
19. Key in on specific accomplishments. Accomplishments determine hireability. They separate
the winners from the runners-up.
this meeting lightly, don’t forget that the organization interviewing you is in need of your
services as much as, or perhaps more than, you are of theirs.
2. The key to successful interviewing is rapport building. Most people spend their time
preparing for interviews by memorizing canned responses to anticipated questions. Successful
interviewers spend most of their time practicing the art of rapport building
through the use of powerfully effective communicating techniques.
3. Prepare a manila folder that you will bring to the interview. Include in the folder:
* company information (annual reports, sales material, etc.)
* extra resumes (6–12) and your letters of reference
* 15 questions you’ve prepared based on your research and analysis of the company
* a blank legal pad, pen, and anything else you consider helpful (e.g., college transcripts)
4. Dress appropriately. Determine the dress code and meet it. If their dress is business casual,
you still need to be dressed in business professional. Practice proper grooming and
hygiene.
5. Shoes, of course, must be polished.
6. Wear limited jewelry.
7. Call the day before and confirm the appointment—it will set you apart.
8. Be certain that you know exactly where you’re going. Arrive in plenty of time. You should
be at the receptionist’s desk 10–12 minutes before the scheduled interview.
9. Prior to meeting the receptionist, check your appearance. Check your hair, clothing, and
general image. Test your smile.
10. Secretaries, administrative assistants, and receptionists often have a say in the hiring
process. Make a strong first impression with them.
11. Look around the office and search for artifacts that disclose the personality and culture
of the company—and possibly the interviewer. This information will be helpful in initially
breaking the ice, when you first begin discussions.
12. Be aware of your body language. Sit erect, with confidence. When standing and walking,
move with confidence!
13. Your handshake should be firm, made with a wide-open hand, fingers stretched wide
apart. Women should feel comfortable offering their hands and firm and friendly handshakes.
A power handshake and great smile will get you off to a great start.
14. Eye contact is one of the most powerful forms of communicating. It demonstrates confidence,
trust, and power.
15. During the interview, lean forward toward the interviewer. Show enthusiasm and sincere
interest.
16. Take notes during the interview. You may want to refer to them later in the interview. If
you are uncomfortable with this, ask permission first.
17. Be prepared for all questions, especially uncomfortable ones. Before the interview, script
out a one-page response for each question that poses a problem for you, and practice
repeating it until you’re comfortable with it.
18. Communicate your skills, qualifications, and credentials to the hiring manager. Describe
your market value and the benefits you offer. Demonstrate how you will contribute to the
bottom line. Show how you can 1) improve sales, 2) reduce costs, 3) improve productivity,
or 4) solve organizational problems.
19. Key in on specific accomplishments. Accomplishments determine hireability. They separate
the winners from the runners-up.
20. Listening skills are priceless! Job offers are made to those who listen well, find hidden
meanings, and answer questions in a brief but effective manner.
21. Let the interviewer bring up salary first. The purpose of an interview is to determine
whether there is a match. Once that is determined, salary should then be negotiated.
22. There is no substitute for planning and preparation, practice and rehearsing—absolutely
none.
23. Practice interviewing techniques using video technology. A minimum of five hours of
video practice, preferably more, guarantees a stellar performance.
24. Close the sale. If you find that you want the position, ask for it. Ask directly, “Is there
anything that would prevent you from offering me this position now?” or “Do you have
any reservations or concerns?” (if you sense that). At the very least, this should flush out
any objections and give you the opportunity to turn them into positives.
25. Always send a thank-you note within 24 hours of every employment meeting.
meanings, and answer questions in a brief but effective manner.
21. Let the interviewer bring up salary first. The purpose of an interview is to determine
whether there is a match. Once that is determined, salary should then be negotiated.
22. There is no substitute for planning and preparation, practice and rehearsing—absolutely
none.
23. Practice interviewing techniques using video technology. A minimum of five hours of
video practice, preferably more, guarantees a stellar performance.
24. Close the sale. If you find that you want the position, ask for it. Ask directly, “Is there
anything that would prevent you from offering me this position now?” or “Do you have
any reservations or concerns?” (if you sense that). At the very least, this should flush out
any objections and give you the opportunity to turn them into positives.
25. Always send a thank-you note within 24 hours of every employment meeting.
25 SALARY NEGOTIATING TIPS
1. From the moment you make initial contact with any company or organization you wish
to work with, you are in negotiation. You may not be discussing money openly, but you
are making a permanent imprint on the minds of the hiring authorities.
2. Delay all discussions of salary until there is an offer on the table.
3. You are in the strongest negotiating position as soon as the offer is made.
4. Know your value. You must know how you can contribute to the organization. Establish
this in the mind of the hiring manager.
5. Get employers enthusiastic about your candidacy, and they will become more generous.
6. There is no substitute for preparation. If you are well prepared, you’ll be confident, selfassured,
and poised for success.
7. Prior to going into employment negotiations, you must know the average salary paid for
similar positions with other organizations in your geographical area.
8. Prior to going into employment negotiations you must know, as best you can, the salary
range that the company you’re interviewing with will pay, or what former employees
were earning.
9. Prior to going into employment negotiations, you must know your personal needs and requirements,
and how they relate to numbers 7 and 8 above.
10. Remember, fringes and perks, such as vacation time, flex time, health benefits, pension
plans, and so on, have value. Consider the “total” salary package.
11. Salary negotiations must be win-win negotiations. If they’re not, everybody loses in the
end.
12. Be flexible; don’t get hung up on trivial issues, and always seek compromise when possible.
13. Listen carefully and pay close attention. Your goals will most likely be different from the
goals of the employer. For instance, the firm’s main focus might be “base salary.” Yours
might be “total earning potential.” So a win-win solution might be to negotiate a lower
base salary but a higher commission or bonus structure.
14. Anticipate objections and prepare effective answers to these objections.
15. Try to understand the employer’s point of view. Then plan a strategy to meet both the
employer’s concerns and your needs.
16. Don’t be afraid to negotiate out of fear of losing the offer. Most employers expect you to
negotiate as long as you negotiate in a fair and reasonable manner.
17. Always negotiate in a way that reflects your personality, character, and work ethic.
Remain within your comfort zone.
18. Never lose control. Remain enthusiastic and upbeat even if the negotiations get a little
hot. This might be your first test under fire.
19. Play hardball only if you’re willing to walk away from, or lose, the deal.
20. What you lose in the negotiations will most likely never be recouped. Don’t be careless
in preparing for or conducting the negotiation.
21. Be sure to get the offer and final agreement in writing.
22. You should feel comfortable asking the employer for 24 to 48 hours to think about the
deal if you need time to think it over.
23. Never link salary to personal needs or problems. Compensation should always be linked
to your value.
24. Understand your leverage. Know if you are in a position of strength or weakness and
negotiate intelligently based on your personal situation.
25. End salary negotiations on a friendly and cheerful note.
to work with, you are in negotiation. You may not be discussing money openly, but you
are making a permanent imprint on the minds of the hiring authorities.
2. Delay all discussions of salary until there is an offer on the table.
3. You are in the strongest negotiating position as soon as the offer is made.
4. Know your value. You must know how you can contribute to the organization. Establish
this in the mind of the hiring manager.
5. Get employers enthusiastic about your candidacy, and they will become more generous.
6. There is no substitute for preparation. If you are well prepared, you’ll be confident, selfassured,
and poised for success.
7. Prior to going into employment negotiations, you must know the average salary paid for
similar positions with other organizations in your geographical area.
8. Prior to going into employment negotiations you must know, as best you can, the salary
range that the company you’re interviewing with will pay, or what former employees
were earning.
9. Prior to going into employment negotiations, you must know your personal needs and requirements,
and how they relate to numbers 7 and 8 above.
10. Remember, fringes and perks, such as vacation time, flex time, health benefits, pension
plans, and so on, have value. Consider the “total” salary package.
11. Salary negotiations must be win-win negotiations. If they’re not, everybody loses in the
end.
12. Be flexible; don’t get hung up on trivial issues, and always seek compromise when possible.
13. Listen carefully and pay close attention. Your goals will most likely be different from the
goals of the employer. For instance, the firm’s main focus might be “base salary.” Yours
might be “total earning potential.” So a win-win solution might be to negotiate a lower
base salary but a higher commission or bonus structure.
14. Anticipate objections and prepare effective answers to these objections.
15. Try to understand the employer’s point of view. Then plan a strategy to meet both the
employer’s concerns and your needs.
16. Don’t be afraid to negotiate out of fear of losing the offer. Most employers expect you to
negotiate as long as you negotiate in a fair and reasonable manner.
17. Always negotiate in a way that reflects your personality, character, and work ethic.
Remain within your comfort zone.
18. Never lose control. Remain enthusiastic and upbeat even if the negotiations get a little
hot. This might be your first test under fire.
19. Play hardball only if you’re willing to walk away from, or lose, the deal.
20. What you lose in the negotiations will most likely never be recouped. Don’t be careless
in preparing for or conducting the negotiation.
21. Be sure to get the offer and final agreement in writing.
22. You should feel comfortable asking the employer for 24 to 48 hours to think about the
deal if you need time to think it over.
23. Never link salary to personal needs or problems. Compensation should always be linked
to your value.
24. Understand your leverage. Know if you are in a position of strength or weakness and
negotiate intelligently based on your personal situation.
25. End salary negotiations on a friendly and cheerful note.
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