Get More Money on Your Next Job... in Any Economy Book

Foreword Richard Nelson Bolles ix

Acknowledgments xi

Introduction 1

The Secret to Negotiating in Any Economy Is Not to Have the Employer Negotiate with You 7

Everything You Need to Know about Using the Internet (and Other Sources of Information) to Help You Negotiate 17

Beyond Research: Preparing to Negotiate 27

Dressing the Part to Enhance Your Ability to Negotiate (and Your Career) 35

Principles for Negotiating: The 11 Commandments of Employment Negotiations 41

25 Proven Strategies for Getting More Money, Better Benefits, and Greater Job Security 49

1 Making the Most of Your Compensation: Discussing Your Current Salary 52

2 Asking for More: You Can't Get What You Don't Ask For 59

3 Seek and You Shall Find: The Tactical Use of Questions 65

4 Negotiating the Position, Not the Salary 71

5 Creating a Win-Win Situation 75

6 Timing Your Departure 81

7 Using the Follow-Up Memo as a Negotiating Tool 87

8 Creating a Stake in the Outcome 92

9 Disagreeing without Being Disagreeable: Being Likable as a Negotiating Strategy 97

10 Being Flexible: Considering the Possibilities 105

11 Patience, Persistence, and Timing: Outmaneuvering or Outlasting Your Opponent 111

12 Taking Stock in Your Situation: When and How to Ask for Equity 117

13 Using Another Offer Even When You Don't Have One 124

14 Not Negotiating as a Strategy 130

15 Creating Red Herring Issues 134

16 Blaming the Lawyers, Accountants, and Others 138

17 Add-Ons: Just One Last Thing 145

18 Looking for Exceptions 150

19 Using Headhunters When You Negotiate 155

20 Making the Employer's Negotiator Look Good 160

21 Bypassing the Negotiator (UnlessIt's Your Future Boss) 164

22 Using Information: Facts, Figures, and Comparisons 169

23 Silence Is Golden: When to Let the Other Side Talk 174

24 How to Win by Conceding 179

25 Walking Away 186

Job Security: How to Ensure That You Get to Enjoy the Fruits of Your Efforts 191

When You're Unemployed: How to Gain Bargaining Leverage Even If You Think You Have None 203

Gender Differences in Employment Negotiations 209

Negotiating When You Are Seeking Your First Job 219

Negotiating with Your Current Employer: You Don't Get What You Deserve; You Get What You Negotiate 223

Index 233