IT Management Slideshow: Advance Your Career with The Art of Negotiation

First Contact

Making a human connection makes it six times more likely you'll meet your goals: 90% versus 16%.

Use Your Feelings

Valuing and understanding emotions and perception is more successful than using power, leverage or rationality when negotiating with your CEO.

Gather Intelligence

Talk to your peers about what's made their negotiations successful with the CEO. Talk to former executives, too.

Know Your Worth

Make yourself valuable to the company by figuring out what it fears and how you can fix it. For example, there may be staffing issues or ways to improve an employee's programming skills.

Baby Steps

Don't ask for everything at once. Go in small increments.

Back to the Future

It's better to ask how you can get a raise tomorrow than to ask for a raise for what you've done. Find out what the bar is, and surpass it.

Separate But Equal

If you're moving on to a new organization, tailor a separate resume for each company, with its own cover letter for each person you contact. Do your homework.

Creativity Counts

When looking for a new position, find creative ways to make yourself stand out from the pack, even if it means volunteering your time and expertise. This wins jobs.

Slow and Steady

Be persistent, but not pushy.

Interview Strategy

Even executives need to put their best face forward. Always answer questions clearly and concisely. Don't evade. Be early, look people in the eye and be sure to smile.