Feb 172011

In preparation for my upcoming annual performance review, I’ve been trying to find books on how to complete my self evaluation, and how to negotiate a raise. Surprisingly, it has not been easy to find books about these topics.
I just finished Get Paid What You’re Worth by Robin L. Pinkley and Gregory B. Northcraft. Unfortunately, I found it not very hopeful. It is more about negotiating your salary and benefits when you are first hired. It barely mentions raises or re-negotiations.

There were some good points, such as “anchoring” your requests with facts, and learning to see negotations as a team effort, not as one person pitted against another. There was a lot of emphasis placed on research: research about the employer and what their “usual” offers include, what current employees get, what similar positions in other companies get, what your skills are worth in the market, etc. Lots of research that would not be easy to do, particular in the modern culture of keeping salary and compensation information private.

Overall, the book was an easy read, with the important information stated clearly and concisely. Each chapter had a point-form summary at the end, to help wrap it up. I did find it got very reptitive though. It was a short, 180 page book, but if even half the repetition was removed, it could probably be half that length.

I was not overly impressed, mainly because it didn’t really focus on the topic I wanted to read about, and expected to read about. After all, people usually deal with many more salary reviews than they do with initial job offers.

Rating: 2/5
Source: Local library

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