EACH COLOR Q personality has its own strengths and weaknesses when it comes to money. But notice that the name of this chapter isn’t “negotiating salary.” Compensation for work takes two forms—monetary and nonmonetary. Each Color Q personality needs to feel adequately compensated, but the kinds and levels of each type of compensation differ by personality.

Monetary rewards include salary, bonuses, and perks, including vacation, sick time, education, health insurance, pension contributions, club memberships, and the like. Nonmonetary rewards include appreciation, mentoring, creative freedom, prestige, power, or control. With the exception of appreciation, you must negotiate to obtain most nonmonetary rewards, so negotiating ...

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