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Secrets of power salary negotiating Secrets of power salary negotiating Preface: What You'll Get From This Book Introduction 9 11 Section 1: Getting the Offer, 13 Part One: Resumes-Getting an Interview Chapter 1: Preparing the Resume 15 16 25 Part Two: The Interview-Getting a Job Offer 23 Chapter 2: Gathering Information About the Company Chapter 3: Preparing for the Interview Chapter 4: Handling the Issue of Money Chapter 5: What the Interviewer Is Looking for Chapter 6: Problem Issues 28 34 38 44 Part Three: Responding to the Offer Chapter 7: What Can You Get? Chapter 8: How Much Should You Ask For? Chapter 9: Leaving Your Present Job Chapter 10: Getting a Raise in Your Present Job 47 48 53 57 62 Part Four: Closing Tactics Chapter 11: The Tugboat Close Chapter 12: The Paddock Close Chapter 13: The "That Wouldn't Stop You" Close Chapter 14: The "You Can Afford It" Close Chapter 15: The "Leave 'Em Alone" Close Chapter 16: The Vince Lombardi Close Chapter 17: The Silent Close Chapter 18: The "Subject-To" Close Chapter 19: The Ben Franklin Close Chapter 20: The Dumb Mistake Close Chapter 21: The Final Objection Close Chapter 22: The Puppy Dog Close Chapter 23: The Minor Point Close Chapter 24: The Positive Assumption Close Chapter 25: The Return Serve Close Chapter 26: The Alternate Choice Close Chapter 27: The Doorknob Close Chapter 28: The Divide and Conquer Close Chapter 29: The Let 'Em Think Close Chapter 30: The Bank Note Close Chapter 31: The Recall Close Chapter 32: The Take Control Close Chapter 33: The Dawson Pledge 65 67 69 71 73 75 76 78 Section 11: Negotiating Compensation, 105 Part One: Preparing for the Negotiation Chapter 34: Power Comes From Having Options Chapter 35: The Magic of the Trade-off Chapter 36: Negotiating a Raise in Pay Can Be Nerve-Racking Chapter 37: Never Negotiate With Someone Who Can Only Say No to You Chapter 38: Anticipating Objections Chapter 39: Concentrate on the Issues Part Two. Negotiating Pressure Points Chapter 40: Time Pressure Chapter 41: Information Power Chapter 42: Projecting That You're Prepared to Walk Away Part Three. Negotiating Gambits Chapter 43: Ask for More Than You Expect to Get Chapter 44: Don't say Yes to the First Proposal Chapter 45: Flinch at the First Proposal Chapter 46: Don't Be Confrontational Chapter 47: The Vise Gambit Chapter 48: Pressure Without Confrontation Chapter 49: Don't Offer to Split the Difference Chapter 50: Don't Take on Their Problems Chapter 51: Trading Off Chapter 52: Good Guy/Bad Guy Chapter 53: Taper Down the Size of Your Concessions Chapter 54: How to Handle an Impasse Chapter 55: How to Handle a Stalemate Chapter 56: How to Handle a Deadlock Chapter 57: Positioning for Easy Acceptance Chapter 58: Nibbling for Your Next Increase Chapter 59: Let's Make This Win-Win Index About the Author Seminars and Speeches by Roger Dawson 235