Negotiating Your Salary: How to Make $1000 a Minute

by Jack Chapman

The bible of salary negotiations.

This step-by-step manual describes exactly what to say and do in order to obtain the best possible compensation. Thoroughly revised, this book's practical wisdom has stood the test of time, remaining the most widely read book on salary negotiations for the past 22 years. This new edition features timely advice for confronting today's unique economic challenges. Includes advice on When to Discuss Money, the Pre-Review Memo, Juggling Multiple Offers, Negotiating Severance, and more.

"Hands down, the best salary book on the market." --Joyce Lain Kennedy, syndicated careers columnist for Tribune Media

Genres: Business, Nonfiction, Economics, Personal Development, Money, Self Help, Finance

220 pages, Paperback

First published May 1, 1996

Reviews

[Kirsti · Rating 5 out of 5]

This book has made me over $100,000 during my career. It provides practical strategies and helps me think through all the likely and unlikely possibilities. Also, it has added to my happiness. It's easier to feel happy and fulfilled when you know you've gotten a raise (and sometimes even a promotion) before you even start the job--and that positive attitude leads to smoother working relationships and better performance reviews. Also, it's a short book! Give it a try. I always buy a copy for recent college graduates.

[Jeff Lampson]

This book is more relevant today than ever! It provides critical information to be mastered before you begin interviewing. Be sure to keep referencing it throughout all stages until you seal the deal. Jack Chapman shares his signature wit and wisdom in this book that helps job seekers to be smart, informed and genuine to their own personal style in all aspects of negotiating a win-win salary.

Thanks Jack!

[Debra O'Reilly · Rating 5 out of 5]

I write resumes and create job-search strategies for job seekers. 20 years ago, when I read an early edition of "Negotiating Your Salary: How to Make $1000 a Minute," I recommended it to a client for "beta testing". He studied it overnight before an interview. (It's an easy read.) After accepting the position, he used the book's techniques to increase his starting salary by nearly 20%.

Since then, each edition of Jack Chapman's book has provided more ROI for my clients. I recommend "Negotiating Your Salary" to everyone -- prospect or client -- who calls me. Not too long ago, a new client read it before a job interview. Following the author's advice, she increased her starting salary by $10,000 during initial negotiations. Then, while filling out employment papers with HR, she applied the techniques again and upped the ante by an additional $5000!

Read "Negotiating Your Salary". Learn Mr. Chapman's highly effective techniques. Then use them to your advantage, as my clients have done repeatedly. They will work for you, even in this uncertain economy.

p.s. This is one of the best books ever for ready-to-use, easy-to-read, solid and effective VALUE negotiation. I think the title could easily be changed to "Negotiating Your WORTH". [...and no, Mr. Chapman pays me nothing for my endorsements! My clients all love his "pieces of the wisdom," too.]

[Tyler · Rating 3 out of 5]

Useful content but also just a sales pitch for hiring a coach. I recommend looking for content that is more geared toward your profession, especially for hotter markets like software engineers. (Coaches can be extremely helpful in terms of getting your messaging down, but they can hurt strategy-wise unless they are intimately familiar with your industry. You can still get a lot of great stuff from a negotiation coach/advisor, just keep this in mind.)

[Ganesh Gawande · Rating 4 out of 5]

A very nice book to start with. While reading the book - just don't keep salary in mind. It would give a broad thought process of knowing the self-esteem and communicating the same.

[George Davidson · Rating 4 out of 5]

Good basics for anyone who has ever gotten hired

[Vince Deuschel · Rating 3 out of 5]

When I review book, I first think of the time spent reading vs the thoughts provoked/things learned. For me it is about the balance of those two. Read this work in two sittings, learned a few things. The balance was achieved. If it were a little longer who knows.

There were some considerable grammatical errors. They did drive me crazy after awhile,

Will most likely revisit if I ever have to negotiate a salary and offer.

[Duong (Ufo) Nguyen · Rating 4 out of 5]

Practical and helpful. First of all, the book gave me more motivation and confidence asking for a raise. The book provided some good tips. I highlighted some good parts and will see how I can apply them when the time comes :)

[Javier · Rating 3 out of 5]

El libro no te da una solución innovadora/increíble pero te hace reflexionar sobre como negociar tus condiciones. Tiene bastante "paja" centrada en el sistema americano, pero uno puede adaptar y sacar sus propias conclusiones.

[John Thornton · Rating 5 out of 5]

Well worth its cost.

[Sergey Kintsel · Rating 4 out of 5]

A good book

Even though it contains a lot of ads of the author, it is still a good guideline in salary negotiations. I haven’t used it yet, but I believe it’ll help

[Jordi Valeri · Rating 5 out of 5]

I owe so much to this book. It has a brief summary in case of need or an extensive one. Much recommended.

[Ralph N · Rating 3 out of 5]

One of the better shorter reads on negotiation.

[Elisha · Rating 4 out of 5]

Very useful book for negotiating my second job

[Steve · Rating 2 out of 5]

Outdated and not as relevant in 2021.

[Rasa · Rating 4 out of 5]

General ideas on how to approach salary negotiation.

[Books]

I read about 60% of the book total. I think it’s a decent book. Didn’t like too many advertisements in it. Could’ve been cut in half to 100 pages with better editing and organization.

[An Nguyen · Rating 3 out of 5]

Solid book on salary negotiations. Breaks lots of commonly-held beliefs. Also briefly goes over things like stock options and negotiating a raise

[Sarah · Rating 4 out of 5]

My latest read in preparation of my upcoming annual performance review was Negotiating Your Salary: How to Make $1000 a Minute by Jack Chapman. It was a very easy read at only 170 pages. While it focus mostly on negotiating for a beginning salary, there was a whole chapter about raises. And it was fairly easy to see how to apply the rest of book to a raise situation.

The raise chapter discussed how to keep a "job journal" to track your accomplishments. That is the first step, which you can start at any time, and easily maintain.

The second step is all about making your boss aware of your accomplishments, and getting them to acknowledge them. I never really thought about it, but the book points out "...bosses who allow efficient workers the freedom to do a good job are less likely to be aware of workers' accomplishments. Such bosses are so trusting of your work that they naturally pay attention to their problems instead of your performance."

Once your work is acknowledged, then you discuss a possible raise, using the techniques discribed in the rest of the book.

Overall, I was impressed with this book. It had lots of useful information for both new jobs, and raise situations. I am working on creating my job journal to help with performance review.

[Robert · Rating 3 out of 5]

Short and straightforward book.

Most of the ideas are common sense and probably applied by experienced professionals, but good introduction for less experienced people.

(1) Don't mention money until after you know that the employer is definitely interested.

(2) Make sure to CLEARLY convey how you are going to solve problems that the employer cares about.

(3) Carefully document your contributions and your level of responsibility before you ask for a raise.

Like I said, common sense, but concisely and clearly stated.

[Barry Davis · Rating 3 out of 5]

Short but informative book on the salary negotiation process that cites numerous examples on research, evaluating competitive offers, what to do when they push for a decision. Chapman sees three steps:
1. Budget – what they want to pay
2. Fudgit – what they might pay if you were the one
3. Judgit – deciding if you are worth what you say you want
The end of the book cites numerous examples of actual negotiations and their results.

[Judith · Rating 4 out of 5]

Very practical. Strategies and steps to handle salary negotiation. I read the older edition. I especially liked it that the author emphasizes the importance of doing your homework (knowing the salary range for what your position is entitled to), being confident that you do not undersell yourself, and making sure you negotiate benefits as well. A must read!

[Shannon · Rating 5 out of 5]

The framework of the book addresses fair, honest negotiation for the salary you deserve and I was pleased to find a constructive way to think about this topic. Especially awesome: the 30-minute digest version in the front in case you buy the book on the way to an interview.=) Helpful for people in every industry- teachers to high finance.

[Ariel · Rating 3 out of 5]

it was ok. i think it's a book that would be more helpful to someone in a commission based or consulting type job. not recommended for someone that works with headhunters and focuses on landing a job with a fortune 500 company.

[Vennittah · Rating 2 out of 5]

The book was just not readable. I know it had soem good advice but the writing style does not compell one to read on. Its not one of those books you say I couldn't put it down. That said, a big lesson for me as a woman is to make sure I always negotiate my salary and get the best offer.

[Noah · Rating 5 out of 5]

Great book. Concise and clear advice for negotiating your salary. He makes it seem easy and gives you good ideas for how to execute the negotiation.

If you want to get paid what you are worth, then read this book.

[John · Rating 3 out of 5]

A handy resource.

[Il · Rating 5 out of 5]

Not necessarily well written, but no doubt phenomenal advice/topic. Kids in college -- try to read this before applying for your first "real world" job.

[Mace · Rating 3 out of 5]

Full of good information, and easy to read. I just hope I remember everything when the time comes!

[Shayne · Rating 3 out of 5]

Practical guide to the topic.