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Vol. 10 No. 3, May/June 2008
Copyright 2008 by Wolf J. Rinke
mailto:WolfRinke@aol.com
http://www.WolfRinke.com
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IN THIS ISSUE
1. NEWS YOU CAN USE
2. SPECIAL OFFER FOR SUBSCRIBERS ONLY
3. HOW TO NEGOATIATE THE BEST SALARY
4. HEAR WOLF "HOWL"--I MEAN SPEAK
5. HUMOR BREAK
6. ABOUT THE EDITOR
7. PRIVACY STATEMENT AND SUBSCRIPTION INFORMATION
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INSIGHT BREAK
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"In business as in life--you don't get what you deserve you get
what you negotiate."
--Chester L. Karrass
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1. NEWS YOU CAN USE
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HOW TO EARN ONE MILLION DOLLARS
Only 25 to 50 percent of all people negotiate salary and compensation,
and only 15 percent renegotiate salary and compensation after they have
been hired. Even more startling, 20 percent of women do not negotiate
at all. One study of compensation negotiations conducted by graduates
of professional schools in the US found that only 7 percent of female
students attempted to negotiate their initial compensation compared
with 57 percent of the men. (That may be one of the reasons why women
on average are paid 23 percent less for the same job then men.) The
good news--male and female graduates who negotiated their first salary
boosted their pay an average of 7.4 percent compared to the initial
offers. Not bad considering that most future cost of living and other
pay raises are often pegged to your initial pay, so that according to
one expert over a 50 year professional career, starting with a base
salary of $50,000, "the financial difference for those women who
negotiated and those who don't is over a million dollars."
ACTION STEPS
The plain old ugly truth of the market place is this: You don't get
what you deserve you get what you negotiate. So the time to master the
art and skill of negotiation is now! (See paragraph #3.)
Source: W. J. Rinke, "Win-Win Negotiation: Fail-Safe Strategies
to Help You Get More of What You Want" a 20 credit pre-approved
continuing professional education (CPE) self-study course available
from www.easyCPEcredits.com.
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2. SPECIAL OFFER FOR SUBSCRIBERS ONLY
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HARDCOVER BOOK: "Make it A Winning Life: Success Strategies for
Life, Love and Business" (283pp) by W. J. Rinke $24.95.
"Your book came at a critical time in my life and helped me immeasurably."
Lou Holtz, former Head Football Coach, University of Notre Dame
POWERFUL CD: "Positive Attitude: The Key to Peak Performance"
(73 mins) $19.95.
This powerful LIVE CD by yours truly provides you with fail-safe action
strategies that will enable you to live longer, get sick less often
and succeed faster.
PERPETUAL CALENDAR: "Make It a Winning Life Perpetual Desk Calendar."
$12.95
This one-of-a-kind desk calendar gives you words of wisdom and inspiration
every day of the year! PLUS easy to apply action steps to transform
the message into reality!
Order both book and CD--$44.90 + s/h and get the Desk Calendar ($12.95)
FREE! What a Bargain--You SAVE $12.95!
111% MONEY BACK GURANTEE: You risk absolutely nothing! If for any reason
the book and CD are not everything you expected, send them back to me
and I will give you your money back. The perpetual calendar is yours
to keep!
Log onto www.wolfrinke.com/specialmiwlpacal.htm or call 800-828-9653.
Mention this ad when ordering by phone! Offer expires 6/15/2008.
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3. HOW TO NEGOATIATE THE BEST SALARY POSSIBLE
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The following six steps are designed to help anyone get the best possible
salary when applying for a new job. These strategies are especially
relevant to women because women are much less likely to negotiate than
men.
1. Commit to Negotiating
Make a commitment to yourself and to others who can hold you accountable
that you will negotiate. No matter how uncomfortable or unpleasant you
perceive it to be--just do it. (If you do, you have a 72 percent probability
of success.) As Tory Johnson, the CEO of Woman for Hire said "[women]
are somehow conditioned to believe that nice girls don't talk about
money. The reality is that smart girls do." As a first step say
to yourself, "I will have a voice in this process. I will be assertive
in regards to my compensation because I deliver a lot of value."
(See the next step.)
2. Recognize the Value You Deliver
Getting paid what you are worth is first and foremost a "do-it-to-yourself"
activity. You must convince yourself of the value that you will be creating
for your prospective employer and that that value deserves a commensurate
level of compensation. (Remember--if you don't value yourself no one
else will.) Unfortunately valuing what you do may not come naturally.
In a classic study first, fourth, seventh and 10th graders were given
a task and then asked to pay themselves based on how well they did.
Researchers found that even though the quality of the "work"
did not really differ "Girls paid themselves 30 percent to 78 percent
less than boys did." What makes valuing what you deliver easier
is to…
3. Do Your Homework
Do everything in your power to find out as much as you can about the
needs of your prospective employer and the salary that this position
pays based on level of experience, range of responsibilities, education,
industry, geography and size of company. To obtain comparable salary
information consult on-line tools such as www.salaryexpert.com, www.salary.com
and www.payscale.com. Be sure to talk to your peers, especially your
male counterparts, to find out what they are earning for the work that
they do in similar positions at similar size facilities. If all else
fails ask HR or the person who is interviewing you about the salary
range for the position. If they refuse to tell you, you are no worse
off than before.
4. Strive To Be Respected Not Liked
Negotiating is not about winning a popularity contest. It is all about
getting what you deserve based on the value you will be delivering,
period. No employer will think less of you if you negotiate, they will
only think less of you if you do not negotiate. In fact, mastering win-win
negotiation strategies will likely cause a prospective employer to respect
you more, because these are the very same skills that will enable you
to be successful in your job. So remove the "recording" in
your head that works against you and replace it with one that works
for you.
5. Practice, Practice, Practice…
Role-play with your mentor, friend or colleague prior to the interview.
Ask your mentor to start out nice and easy so you can develop a level
of comfort and then get tough with you by acting like a "Tough
Battler" who presents you with lots of obstacles and hurdles to
overcome. Monitor your level of comfort with the process and how prepared
you are responding to rejections. If you are not comfortable, it's time
to practice some more. Only practice will enable you to increase your
comfort level and ultimately help you achieve more win-win outcomes.
6. Pretend You Are Negotiating For Someone Else
If all else fails convince yourself that you are negotiating on behalf
of someone you deeply care for--your child or very best friend. Despite
of what the research says about women's ability to negotiate, most women
tend to be extremely effective when they look out for someone else--think
of soliciting for donations to your favorite cause, or negotiating with
your husband. You are bloody good at it! So impose that type of scenario
on your thinking when you are negotiating for real--pretend you are
negotiating for the most important person in your life--and you will
likely do an exceptional job!
Source: W. J. Rinke, Chapter 1 of "Win-Win Negotiation: Fail-Safe
Strategies to Help You Get More of What You Want," a 20 credit
pre-approved continuing professional education (CPE) self-study course
available from www.easyCPEcredits.com.
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4. HEAR WOLF "HOWL"--I MEAN SPEAK
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5/21/08 Prague, CZ. "Positive Attitude: The Key to Peak Team Performance,
In-House Keynote, Rockwool Intl.
8/22/08 Copenhagen, DK. "Education: How to Achieve Lasting Job
Security," In-House Seminar, Toms Gruppen A/S.
9/9/08 Philadelphia, PA. "Achieve Peak Performance by Increasing
Personal Effectiveness." Full day Institute of Management Studies
(IMS) seminar. Contact: Joe Paesani, Philadelphia@ims-online.com
10/3/08 Copenhagen, DK. "Perseverance: How to Deal More Effectively
with Change and Stress," In-House Seminar, Toms Gruppen A/S.
NOTE: I have other "in-house" presentations scheduled in
the U.S.A., Canada and Europe. Please let me know if you are interested
to preview me or bring me into your organization at reduced expenses
when I'm scheduled to be in your area. That way we can let you know
when I'm coming your way!
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5. HUMOR BREAK
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When you get the gold out of their teeth, that's not negotiating, that's
stealing. When you get the gold out of their teeth and they thank you
for it, that's negotiating.
--Roger Dawson
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6. ABOUT THE EDITOR
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Dr. Wolf J. Rinke, CSP is a highly effective management consultant and
executive coach who specializes in building peak performance organizations,
teams and individuals. He is the author of 14 books including "Make
It a Winning Life: Success Strategies for Life, Love and Business"
available at www.WolfRinke.com and an internationally recognized motivational
and management keynote speaker and seminar leader who delivers customized
presentations that combine story telling, humor and motivation with
specific "how to" action strategies that participants can
apply immediately to improve their personal and professional lives.
You can preview a live demo at www.WolfRinke.com.
To take advantage of Dr. Rinke's services contact us at 800-828-9653
or WolfRinke@aol.com
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7. PRIVACY STATEMENT AND SUBSCRIPTION INFORMATION
==================================================
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