| |
| |
| Foreword | |
| |
| |
| |
| Acknowledgments | |
| |
| |
| Introduction | |
| |
| |
| The Secret to Negotiating in Any Economy Is Not to Have the Employer Negotiate with You | |
| |
| |
| Everything You Need to Know about Using the Internet (and Other Sources of Information) to Help You Negotiate | |
| |
| |
| Beyond Research: Preparing to Negotiate | |
| |
| |
| Dressing the Part to Enhance Your Ability to Negotiate (and Your Career) | |
| |
| |
| Principles for Negotiating: The 11 Commandments of Employment Negotiations | |
| |
| |
| 25 Proven Strategies for Getting More Money, Better Benefits, and Greater Job Security | |
| |
| |
| |
| Making the Most of Your Compensation: Discussing Your Current Salary | |
| |
| |
| |
| Asking for More: You Can't Get What You Don't Ask For | |
| |
| |
| |
| Seek and You Shall Find: The Tactical Use of Questions | |
| |
| |
| |
| Negotiating the Position, Not the Salary | |
| |
| |
| |
| Creating a Win-Win Situation | |
| |
| |
| |
| Timing Your Departure | |
| |
| |
| |
| Using the Follow-Up Memo as a Negotiating Tool | |
| |
| |
| |
| Creating a Stake in the Outcome | |
| |
| |
| |
| Disagreeing without Being Disagreeable: Being Likable as a Negotiating Strategy | |
| |
| |
| |
| Being Flexible: Considering the Possibilities | |
| |
| |
| |
| Patience, Persistence, and Timing: Outmaneuvering or Outlasting Your Opponent | |
| |
| |
| |
| Taking Stock in Your Situation: When and How to Ask for Equity | |
| |
| |
| |
| Using Another Offer Even When You Don't Have One | |
| |
| |
| |
| Not Negotiating as a Strategy | |
| |
| |
| |
| Creating Red Herring Issues | |
| |
| |
| |
| Blaming the Lawyers, Accountants, and Others | |
| |
| |
| |
| Add-Ons: Just One Last Thing | |
| |
| |
| |
| Looking for Exceptions | |
| |
| |
| |
| Using Headhunters When You Negotiate | |
| |
| |
| |
| Making the Employer's Negotiator Look Good | |
| |
| |
| |
| Bypassing the Negotiator (Unless It's Your Future Boss) | |
| |
| |
| |
| Using Information: Facts, Figures, and Comparisons | |
| |
| |
| |
| Silence Is Golden: When to Let the Other Side Talk | |
| |
| |
| |
| How to Win by Conceding | |
| |
| |
| |
| Walking Away | |
| |
| |
| Job Security: How to Ensure That You Get to Enjoy the Fruits of Your Efforts | |
| |
| |
| When You're Unemployed: How to Gain Bargaining Leverage Even If You Think You Have None | |
| |
| |
| Gender Differences in Employment Negotiations | |
| |
| |
| Negotiating When You Are Seeking Your First Job | |
| |
| |
| Negotiating with Your Current Employer: You Don't Get What You Deserve; You Get What You Negotiate | |
| |
| |
| Index | |