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A Negotiation Tip

BE TRUTHFUL
Basing your demand or offer on a solid rationale is even more effective if you are telling the truth. In many instances, laying all the cards out on the table communicates that you are not game playing and that you respect the intelligence of the opponent. It may also encourage the other side to make more honest demands because their distorted demands will be contrasted to more honest ones. Jill Washington, a beauty shop owner, lost a civil suit against a client who claimed her hair was ruined by improper treatment at Jill's salon. After two years of haggling by lawyers, a judge's verdict ordered Jill to pay the woman $5,000 in damages plus $6,500 of her legal fees. The judge declared that both payments be made within 30 days.
Jill knew that if she paid $11,500 at once, there would not be enough cash left to operate the business. She paid the plaintiff her $5,000 and attempted to borrow $6,500 to pay the legal fees because the lawyer demanded payment within 30 days. Jill applied for a loan at both a finance company and a bank. Both institutions turned her down. Jill brought photocopies of these rejections and a 'statement of her financial worth to the opposing lawyer. She pleaded with the lawyer to let her pay the $6,500 with payments of $270 per month for 36 months. When the lawyer demanded why Jill could not comply with the court order, Jill showed her the loan rejection letters and the analysis of her net worth. Angrily, the lawyer said, "Make your payments on time or you'll be hearing from me."
Jill gained the edge in this situation. Spreading payments for the legal fees over 36 months enabled Jill to keep operating her beauty salon. Without disclosing the truth to the opposing lawyer, Jill might have found herself in contempt of court and being hounded for the money. With her lawsuit behind her, Jill could focus better on tending her business.

What To Leave Out Of Your Resume: The style used for writing resumes has changed over the last few years to make them more persuasive and concise. Goal: Each resume entry should convince readers that they should hire the writer. What to omit:
Photos. A picture may let employers form misleading impressions.
Salary requirements. Why should applicants price themselves out of a job or show that they are a bargain?
Reasons for leaving jobs. These are better explained in interviews.
Date of resume preparation or date available to begin work. Both indicate how long you have been looking for a job. Exception: When looking for seasonal work.
References or a statement that references are available on request. Instead: List them on a separate sheet and adapt them to each individual employment situation.
Empty assurances. All applicants think they are good, honest, loyal, and healthy workers. Demonstrate these qualities through concrete examples during interviews.
Vague references to time gaps. Employers look for holes. Explain them in terms of accomplishments. Examples: Travel to improve a language capability or research a specific project. Caution: Never claim to have been a consultant without proof.
Hobbies and outside interests. Exception: Those that relate to professional interests or show traits that an employer wants. Avoid listing any dangerous or time-consuming activities. Source: Resumes: The Nitty Gritty by ]oyce Lain Kennedy, Suburban Features Inc., Cardiff, CA.
Resume Services: It pays to be skeptical of services that offer to evaluate resumes. Case: Recently, a publishing firm paid a modest fee to have a resume evaluated by one such organization. Unknown to the evaluators, the editors submitted a model resume written by a well-known career counselor. Result: The resume received low marks in the evaluation, which was accompanied by an offer to improve it for a substantially larger fee.