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Get more money on your next job: 25 proven strategies for getting more money, better benefits and greater job security

Author: Miller, Lee E. Publisher: McGraw-Hill, 1998.Language: EnglishDescription: 182 p. ; 23 cm.ISBN: 0070431469Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print ZB100.1 .M55 1998
(Browse shelf)
Available 001234941
Total holds: 0

Includes index


Get More Money On Your Next Job 25 Proven Strategies for Getting More Money, Better Benefits and Greater Job Security Contents Introduction Principles for Negotiating: The Ten Commandments of Employment Negotiations Commandment 1: Be Prepared 5 Commandment 2: Recognize That Employment Negotiations Are Unique 6 Commandment 3: Understand Your Needs and Those of Your Prospective Employer 6 Commandment 4: Understand the Dynamics of the Particular Negotiation 7 Commandment 5: Never Lie, but Use the Truth to Your Advantage 8 Commandment 6: Understand the Role That Fairness Plays in the Process 8 Commandment 7: Use Uncertainty to Your Advantage 9 Commandment 8: Be Creative 10 Commandment 9: Focus on Your Goals, Not on Winning 10 Commandment 10: Know When to Quit Bargaining 11 Commandment 11: Never Forget That Employment is an Ongoing Relationship 11 1 5 Getting Ready to Negotiate Preparing to Discuss Your Current Salary 13 How Companies Set Salaries 14 What Is the Market Rate for the Job? 15 Using What You Learn to Develop Negotiating Strategies 17 Summary of Key Points 20 12 25 Proven Strategies for Getting More Money, Better Benefits, and Greater Job Security 1 Making the Most of Your Compensation: Discussing Your Current Salary Making the Most of Your Current Salary 25 If Your Salary Is Low Because You Have Been with the Same Company for Years 27 If You Are Already Earning More Than the New Position Pays 27 Summary of Negotiating Points 28 21 23 2 Asking for More: You Can't Get It If You Don't Ask 29 Why You Should Always Ask for More Than You Expect to Get 30 Summary of Negotiating Points 32 3 Seek and You Shall Find: The Tactical Use of Questions Practical Techniques for Asking Questions 35 Summary of Negotiating Points 38 33 4 Negotiate the Position, Not the Salary Summary of Negotiating Points 41 39 5 Creating a Win-Win Situation Identifying Common Interests 43 Searching Out Real Needs 45 Summary of Negotiating Points 48 43 6 Timing Your Departure Timing Your Start Date to Increase the Value of Your Stock Options 51 49 Timing Your Departure to Maximize Pension Benefits 52 Summary of Negotiating Points 53 7 Using the Follow-Up Memo as a Negotiating Tool Summary of Negotiating Points 57 54 8 Creating a Stake in the Outcome Summary of Negotiating Points 61 58 9 Disagree Without Being Disagreeable: Being Likable is a Negotiating Strategy Personalize the Issues 64 Avoid Ultimatums 66 Keep the Tone Positive 67 Summary of Negotiating Points 69 63 10 Be Flexible: Consider the Possibilities Summary of Negotiating Points 75 70 11 Patience, Persistence, and Timing: Outmaneuvering or Outlasting Your Opponent Summary of Negotiating Points 80 78 12 Taking Stock in Your Situation: When and Bow to Ask for Equity Stock Options 82 Stock Appreciation Rights 82 Restricted Stock 83 Phantom Stock 83 Stock Purchase Requirements 84 The Equity Package 84 Summary of Negotiating Points 87 81 13 Using Another Offer Even When You Don't Have One Using Another Offer with Your Current Employer 89 When Two Potential Employers Are Interested in You 91 Summary of Negotiating Points 93 88 14 Not Negotiating as a Strategy Summary of Negotiating Points 97 94 15 Creating Rod Marring Issues Summary of Negotiating Points 101 98 18 Blaming the Lawyers, Accountants, and Others Gaining Credibility and Expertise 104 Tackling the Difficult Issues 106 Summary of Negotiating Points 107 102 17 Add·Ons: Just One More Thing Summary of Negotiating Points 112 108 18 Looking for izooptions Summary of Negotiating Points 117 113 19 Using Headhunters When You Negotiate Summary of Negotiating Points 122 118 20 Making the Company Negotiator Look Good Summary of Negotiating Points 126 123 21 Bypass the Negotiator (Unless It's Your Future Boss) Summary of Negotiating Points 131 127 22 Using Information: Facts, Figures, and Comparisons Summary of Negotiating Points 135 132 23 Silence is Golden: When to Let the Other Side Talk Summary of Negotiating Points 141 137 24 How to Win by Conceding Giving in Order to Get 143 Timing Your Concessions 144 Concluding the Negotiations 146 Summary of Negotiating Points 147 142 25 Walking Away Summary of Negotiating Points 152 149 Job Security: Bow to Ensure That You Get to Enjoy the Fruits of Your Negotiations Get It in Writing 154 Termination 156 Diminution of Responsibilities and Transfers 159 Death or Disability 160 Agreements Not to Compete 161 Summary of Key Points 162 153 Gender Differences in Employment Negotiations Summary of Key Points 166 103 Bow to Negotiate with Your Current Employer Summary of Negotiating Points 172 107 When You're Unemployed: How to Gain Bargaining Leverage Even If You Think You Have None Summary of Negotiating Points 177 173 Index 179

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