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If you are like many of our participants, you’ll probably agree that your worst negotiating nightmare is not managing a commercial deal, but negotiating your own salary! Want to know why? We’ve canvassed the Scotwork Australia team to explore common traps in salary negotiations and to suggest some practical steps to help you get a better deal in your next performance and pay review.

1. Be professional in preparation

Your preparation for a performance or pay review should be as professional and thorough as it would be for a commercial deal. You would never be unprepared when negotiating a commercial deal, so why would you take that risk with your own salary? Common pitfalls include not properly scoping your negotiating power, failing to document and properly value your contributions, and approaching the deal pessimistically rather than optimistically. Avoid these mistakes by doing your homework! Research the market for your skill set and create a file of similar or related positions advertised in the classifieds and online, so you are aware of what’s on offer. Remember that negotiating skills do not change fundamental market forces, but are used to get the best available deal in those markets.

2. Be clear about what you want

Be optimistic, but realistic. Care is needed here – we don’t want to encourage you into any “career limiting moves”! A comprehensive, creative yet realistic wish list will enable you to sweeten the deal, get what you want and provide repackaging opportunities. Think back to the course. Do you remember our strategies for using the wish list? Trade on value rather than cost – what is that Scandinavian study tour worth to you in terms of career advancement?

3. Beware: you may have a fool as a client

You are representing yourself, so the emotional stakes are high, which can often have a dramatic impact on your negotiating skills. Try to remain emotionally detached or investigate using an agent to negotiate on your behalf. If you can’t afford an agent, or it is inappropriate to engage one, act as any professional agent would: become an expert in yourself. There is no substitute for hard research on the job market, the role and your (current or prospective) employer. However, you also need to accurately document your skills, achievements and potential contribution to the enterprise and clearly communicate these to your boss or your prospective employer. What skills and expertise do you bring to the table?

4. Blow your own trumpet…

…because nobody else will. While the meek may inherit the earth, they will have to do it on award conditions. There is a natural tendency to be modest about our achievements. This is terrific in an acceptance speech, but has no place in salary or performance negotiations. You are here because the organisation has recognised that you will make a contribution to its success. To that end, be prepared to negotiate remuneration and conditions that reflect the value of your skills in the marketplace and the potential contribution you can make to the business. One final piece of advice on blowing your own trumpet: play a song you know well. Avoid the temptation to over-promise and under-deliver!

5. Recognise your power – and its limits

Timing is critical. Never negotiate the terms of your contract after you have accepted a position or agreed to revised conditions, responsibilities and opportunities. Always negotiate before you step across the line. After the handshake, your power and influence are considerably diminished.

6. Know the rules

It is essential that you understand the organisation’s system for salary reviews. What are the constraints imposed on your manager? Are there financial limitations? What attributes of success are you being measured against? Is there a gap between your performance and skill set and those required to reach the next salary range? How can you close this gap? How does the company measure your manager’s success, and how does your performance affect his/her result? Answer each of these questions long before you negotiate your contract. It is essential that you understand the organisation’s system and its constraints. In short: know the rules of the game!

7. This is not a one-off event

You should never perceive your salary review as an isolated event. It is part of a comprehensive process to assess your contribution and performance within the review period. Keep notes on your performance throughout the period and ensure your manager is aware of the wins you have had. See the review as your opportunity to highlight significant contributions you have made and address your future development needs. Evidence of your contributions gives you the basis to negotiate and make your case for a better deal.

8. Show me the money!

While recognition often takes the form of position titles and pay cheques, these are not the only potential currencies of the negotiation. Don’t forget that a part of what the organisation giveth in cash, the tax man taketh away. Use the negotiation to explore more creative currencies. These might include development opportunities, including short-term assignments, leading (or participating in) new projects, relocation to another part of the organisation, coaching and mentoring opportunities, secondments, study leave, flexible working arrangements, or that BlackBerry or laptop you’ve been eyeing. Your wish list must be long and creative; it should add to your career opportunities – and contribute to your quality of life – both inside and outside the organisation.

9. Where do you see yourself in five years?

Your salary review is an opportunity to discuss your career path and the plans your manager has for your next step within the organisation, taking into account your own plans and vision for the future. Use the opportunity to structure your manager’s expectations of your own career plans. Make it your negotiation. Understand the power and value you bring to the table and what is at stake. Remember to manage the issues and spend time discussing what’s most important to you, which is probably your future career and not just next week’s pay cheque.

10. Finally…

Take another look at the course notes in your negotiation training Scotwork organiser. Consider these with your performance appraisal in mind. This will assist you in reviewing the preparation agenda, structuring expectations, analysing the power balance, preparing questions and implementing the suggestions above.

Good luck, and remember: fortune favours the brave (and the well prepared).

Of all the gifts we have to buy each year, a Mothers Day present can be the most difficult one to find inspiration for. However, with a clear plan of action and a little bit of patience, you can find something suitable in next to no time.

Start the process by deciding on your budget for your Mothers Day present. Whether it be £5 or £500 there are hundreds of things you can buy, but setting your budget will help narrow down the field immediately.

Once you’ve got your budget, you need to decide what kind of Mothers Day present you want to buy. Do you want it to be funny or sincere? Traditional or unique? Everyone’s mother is different so you know better than anyone the kind of present she’d most likely appreciate.

Now you’ve got the key information you can begin shopping for your present. These days there’s a pretty standard choice when it comes to buying gifts – the high street or online. For Mothers Day it’s normally better to shop online. The reason is you can find a lot more choice and if you’re on a budget can save a lot of money in the process.

If you’re going to use the internet use a reputable online gift shop. Not only will you find the best range of Mothers Day presents [http://www.dotcomgiftshop.com/shopdisplayproducts.asp?id=200&cat=Mothers+Day+Presents], but you’ll also have peace of mind that if anything goes wrong the people on the other end of the phone will be happy to help you. However, shopping online these days is safer and more efficient than it’s ever been so there’s no need for trepidation.

So far you’ve set yourself a budget, written down a list of factors and found an online store. Now comes the difficult bit: finding the right present. You’ll now realise the benefit of the information you’ve collated beforehand, as it will make it much easier to find a suitable present.

Once you think you’ve found something, make sure you examine the product thoroughly. Good online shops will give you the opportunity to zoom in on an image and rotate it to get an in depth look.

Finally, when it comes to ordering your present, make sure you’ll get it in time for Mothers Day. Check the delivery options and make sure you’ve picked the most suitable one.

Now all you have to do is kick back and wait for it to be delivered right to your door. That wasn’t so hard now, was it?

PowerPoint is a powerful business tool but only if it is used to its best advantage. Matt Thornhill, President of Audience First, a Midlothian, VA business that offers presentation training says, “PowerPoint makes slides; it doesn’t give presentations. Remember that you are creating slides to support a spoken presentation.” With that in mind, here are eight things you can do to create powerful slides to support your presentations.

1. Keep it simple. Don’t use too many words or too many graphics. Figures and numbers do not translate well on screen. Refer to figures and numbers in your handouts where they can be digested more thoroughly, later. If you need to emphasize a statistic in PowerPoint, consider using a graphic or image to convey the point.

2. Use fonts judiciously. Use the same font for your entire slide set and use no more than two complementary fonts (i.e. Ariel and Arial Bold). Regardless of what font style you choose, be sure the text can be seen in the back of the room. A font size of no less than 24 pt should be used for general text. For titles or headings, use 36 to 44 points

3. Use color well. A white or light background with black or dark text works best. A screen image with a dark background and light text will wash out, but dark text on a light background will maintain its visual intensity.

4. Don’t use cheesy or tired clip art. If you found your image in the clipart library that came with PowerPoint, your audience has seen it 1000 times. Use outside images and graphics for variety and visual appeal.

5. Limit bullet points and text. The best slides may have no text at all. Remember the slides are meant to support the speaker, not make the speaker superfluous. Well designed slides are worthless without the presentation that accompanies them; you’ll know you have achieved this when someone who missed your presentation asks you for your slides and later tells you they had no idea what the point of the presentation was.

6. Use bullet points properly. Bullet point should never contain full sentences. Use bullet points to deliver key ideas. Remember the 6 x 6 rule: bullet points should have no more than six words and there should be no more than six bullet points on the screen.

7. Have a visual theme. Similar to the library of clip art available in PowerPoint, it’s probable that your audience has seen every template which is available through the program. Go online to find other PowerPoint designs that are available or create your own with a simple background and color scheme.

8. Avoid movement of slide elements. While moving text or graphics around on the slide may look like fun, it’s very distracting to the audience. Avoid the “build” animation feature unless it is imperative that your points be revealed slowly.