The Washington Post, September 27, 2013, Friday

The Washington Post

September 27, 2013, Friday

The Washington Post (full article)

What you need to know before you talk about pay

3.Don’t push too far. Kevin Hallock, director of the Institute for Compensation Studies at Cornell and author of “Pay: Why People Earn What They Earn and What You Can Do Now to Make More” recommends employees be wary of overreaching.

“You don’t want to negotiate so hard that the person you’re negotiating with is happy to walk away,” he said.

5.Know what matters. “Maybe that’s doing something beyond your normal work requirements, doing something to help the bottom line, and I don’t mean that in a strictly economic term,” Hallock said. “Advancing the objective of the organization, then convincing those people who make the pay decisions that you’re helping to do that.”