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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
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Add Get More Money on Your Next Job... in Any Economy, GET PAID WHAT YOU DESERVE! Lee's book is a must-read for anyone who wants to be adequately rewarded for the value his or her work generates. —Los Angeles Times If you're not sure that mastering the art of negotiation is important, , Get More Money on Your Next Job... in Any Economy to the inventory that you are selling on WonderClubX
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Add Get More Money on Your Next Job... in Any Economy, GET PAID WHAT YOU DESERVE! Lee's book is a must-read for anyone who wants to be adequately rewarded for the value his or her work generates. —Los Angeles Times If you're not sure that mastering the art of negotiation is important, , Get More Money on Your Next Job... in Any Economy to your collection on WonderClub |