1. 34 Secrets of Power Salary Negotiating
Chapter 4
Handling the Issue of Money
This is the most delicate issue to be raised in a negotia-
tion. Employers will try to raise this issue early in the process
because they don’t want to waste time on applicants they can’t
afford. Also, they want to make your past earnings a big issue
because they think it will lower your salary expectations. You
want to delay the discussion of money as long as you possibly
can—until they are convinced that you’re the person they need.
That way you’ll get a better offer.
Here are some tips on how to handle this sensitive issue.
What to Say When Asked
“What You Are Getting Paid Now?”
Try not to answer this question until they are drooling to
get you on board, but if forced to answer, be sure that you
include all your benefits, not just your salary. Your response
should be, “I feel that my total package is worth about $80,000
a year.” Your way of calculating that would include:
Base salary.
Bonuses, both actual and potential.
Vacation pay.
Stock options.
Travel allowances.
Health plans.
Life insurance.

2. The Interview—Getting a Job Offer 35
Access to company health club.
Employee discounts.
The benefits of not having a long commute to
work.
Reimbursement for meals.
Frequent flyer points collected.
Hotel frequent guest points collected.
Reimbursement for tuition.
Training given by company beyond that of
learning about the company.
Retirement plans.
401(k) contributions.
Free cappuccino machine in the lunchroom.
(That’s two cups a day, which would be $3 each
at Starbucks, for 250 working days in the year.
That’s $1,500 right there!)
As you can see, there is a huge difference between your
base salary and your total compensation package. If you were
to respond to their question about current earnings by just
giving them your base salary, you would be vastly underrating
yourself.
What to Do if You Get a Low Offer for a Job
Write them a sincere counter-offer letter or, better yet, call
and ask for an appointment to discuss a counter-offer. Negotia-
tions always work better face-to-face for several reasons:
You can read the body language better face-to-
face.
You can communicate your seriousness better.
You can shake hands and reach an agreement on
the spot.

3. 36 Secrets of Power Salary Negotiating
If you are reduced to writing a letter, make these points:
You sincerely admire the company, see great
opportunity there, and want to work for them. The
only stumbling block is the compensation.
Restate all the great things you could do in the
position.
Mention that you have another offer available to
you that pays more, but you really want to go with
this company. Projecting that you have options
gives you power. It also makes it easier for the
HR director to sell his or her boss on paying you
more.
Ask for more than you expect to get so they can
have a win with you. Imply some flexibility to
encourage them to negotiate with you. Perhaps
you could say, “I really feel that I’m well worth
$100,000. I might take a little less.”
Support your requested amount with research that
justifies it.
List the items on which you have reached
agreement. It reminds the HR director of all the
work he’s gone through to get this far. He is then
more likely to be flexible because he subconsciously
wants to recoup the time already invested.
Once You Have Agreed on a Package,
Ask for It in Writing
Is it appropriate to ask for the offer in writing? Yes, by all
means. Your new employer wants to eliminate any misunder-
standings just as much as you do. Get it in writing and be sure
that the letter includes all of the details. If it’s a high-level
position, try to get it signed by an officer of the company.

4. The Interview—Getting a Job Offer 37
321
321 Key Points to Consider:
Try not to answer the question of how much you’re
making currently until the employer is drooling to get
you on board. If forced to respond, quote the value of
your total package including all benefits.
If the employer makes a low offer, try to get an
appointment to discuss it so that you can negotiate
face-to-face.
When negotiating, let the employer know that you have
options. Ask for more than you expect to get, but imply
some flexibility to encourage the employer to negotiate.
Once you’ve reached an agreement, ask for it in writing
so there are no misunderstandings.