This Chapter in What Color Is Your Parachute? is about the 6 secrets of salary negotiation.
1.) You should only ask about salary after the organization has given you the job. If they ask you before or during the interview, it's a good idea to just go around the subject until they have made their decision. I would have never thought to do this. I always assumed we should answer every question they had without hesitation.
2.) You have the right to negotiate with the employer what you should be paid. For example, the employer could very well pay you $30 an hour, but will try to keep you down to just $18 an hour. So the range you have is between the $18-$30.
3.) It is a very bad idea to be the one to mention the first salary figure. Even if you're hired, and they ask, "What kind of salary are you looking for?" You should not answer with wages in mind. According to the book, you should respond with something like, "Well, you created this position, so you must have some figure in mind, and I'd be interested in first hearing what that figure is?"
4.) Doing research on the salary range for your position in that company is the smart thing to do. It prepares you. When the employer throws out a number for you, be aware if that number is on the high or low end of the salary range that you researched. By doing this, it can help you gain thousands of dollars per year more pay than you originally would have made! Bolles provides multiple websites to visit when researching.
5.) "Research the range that the employer likely has in mind , and then define an interrelated range for yourself, relative to the employers range." Then the book shows us a table to better understand what that means. So really, if a person below you makes $45,000 and a person above you makes $55,000, then the range for your job would be anywhere between $47,000-$53,000. So the numbers are slightly above the lowest salary and slightly below the highest.
6.) After talking about salary, ask about benefits! It is an important subject to speak about before closing the deal. Also, once the employer tells you your benefits, you should get it in writing and have both of you sign it, because a lot of times, they will forget what they told you or sometimes they are "playing a game," as Bolles words it. I never thought about doing this before because once the employer tells you what benefits there are, that's what I assume is actually going to happen and there should be no further actions regarding the benefits. I always thought they'd just know how to take care of it (but apparently not!). Bolles ends with stating that you have every right to ask for this and a lot of times employers have no problem with it. If they refuse, then there is something wrong.