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8. Approach it from the employer's perspective. What is your value to the employer? Don't say, "I have nine kids and a big mortgage, so can I have a raise?" You're not being compensated based upon your need. Phrase it from the employer's point-of-view. What's at stake for them - how do you impact their bottom line?

9. Get the employer to affirm your worth. As part of establishing your value to the organization, it's important to receive your employer's validation that they need you. Once you obtain this affirmation, their resistance is lowered.

10. Ask open-ended questions. As in any interview situation, be pro-active. Be the interviewer, not the interviewee. You can accomplish this by asking open-ended questions, i.e., questions that can't be answered with a simple yes or no. Open-ended questions require lengthy answers. Ask your question and shut up.

11. Let the employer do most of the talking. Follow the 70/30 Rule: Listen 70% of the time and speak only 30% of the time. The less you talk, the more information you'll get, and the better they will feel about you. We all like people who listen to us. Let the employer talk themselves into giving you what you want.

12. Be prepared to walk if necessary. I call this Brodow's Law - always be willing to walk away from a negotiation if you can't get what you want. Another way of putting it is, never negotiate without options. In a salary negotiation, your willingness to walk away gives you tremendous power. The employer will sense it. Conversely, if you are desperate for the job and perceive that you have no alternatives, they will sense your desperation. Face it, the worst thing that can happen is, you'll have to look for another job - a BETTER job. They can't shoot you! If you know what you want and stick to it, you will win no matter what happens.

Ed Brodow is a motivational speaker, negotiation guru on the Public Broadcasting System (USA), and author of Negotiate With Confidence and If I'm So Successful, Why Am I Taking Prozac? For more information on his keynotes and seminars, call 831-372-7270 or e-mail ed@brodow.com and visit his web site at www.brodow.com.

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