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The Ultimate guide to salary negotiation

Author: Van Minden, Jack Publisher: Management Books 2000, 2009.Edition: Translated ed.Language: EnglishDescription: 147 p. ; 21 cm.ISBN: 9781852525781Type of document: BookBibliography/Index: Includes index
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The Ultimate Guide to Salary Negotiation Contents Preface........................................................................................................ 11 1 Put your shoulder to the grindstone!.................................................... 15 There's always more in the pot............................................................ 15 The supply and demand game............................................................ 16 Common questions about salary negotiations..................................... 17 Change your mindset.......................................................................... 18 Fear of negotiating?.............................................................................18 This is the way not to do it!................................................................. 19 2 The labour market................................................................................... 21 From labour market to labour market.................................................. 21 The hog cycle: peaks and troughs....................................................... 22 Professions with a future?................................................................... 23 Pay attention! Ten trends.................................................................... 23 3 What do you think you're worth?.......................................................... 29 Over and underpaid?........................................................................... 29 How salary-conscious are you? A memory exercise........................... 29 Resources and summaries.................................................................. 30 Keep earning more.............................................................................. 35 What is important to you? An exercise................................................ 36 Job descriptions...................................................................................38 The Hay system...................................................................................39 4 Your salary breakdown........................................................................... 41 The remuneration package.................................................................. 41 The cafeteria plan................................................................................ 42 What do you want to get?.................................................................... 43 Which scale?....................................................................................... 44 Supporting the arguments!.................................................................. 45 Checklist of benefits............................................................................ 47 Checklist............................................................................................. 49 Concrete wishes, and possible exceptions......................................... 49 Information regarding the checklist..................................................... 53 Titles are cheap................................................................................... 64 When are you satisfied and happy?.................................................... 64 5 The first interview.................................................................................... 67 First the concept, then the cash........................................................... 67 My future salary, a checklist................................................................ 68 Checklist............................................................................................. 69 No financial information offered. Call'................................................ 72 Do you still remember your goal?....................................................... 72 Result-based job descriptions............................................................. 72 6 Thinking of leaving?................................................................................ 75 Decision based on negative reasons................................................... 75 The battle between heart and mind..................................................... 77 Intuition............................................................................................... 77 Leave when it's good for you!............................................................. 78 Are you still a favourite son/daughter?................................................ 79 Replacement premium......................................................................... 79 Minimising risk..................................................................................... 80 Taking a pay cut...................................................................................81 Be good to yourself: keep a diary........................................................ 81 Threatening to quit?............................................................................. 82 7 The preparation: knowing yourself and your opponent...................... 85 What authority does your opponent have?.......................................... 86 When to negotiate?.............................................................................. 87 Negotiating a raise............................................................................... 87 Psychological profile of your opponent................................................ 88 Your opponent's worries...................................................................... 90 Kinds of questions................................................................................90 Keep on asking questions.................................................................... 91 Frequently made mistakes................................................................... 91 Creativity............................................................................................. 93 Answering those difficult questions...................................................... 93 8 Your cast-iron salary-negotiating system............................................. 99 Understand the psychology of the other party..................................... 99 The salary negotiation model............................................................. 100 Five principles you need to know....................................................... 101 Five simple steps you need to take.................................................... 104 Betrayed by body language............................................................... 110 Every day is the right day................................................................... 112 9 Less than pleasant negotiations........................................................ 113 Dismantling the objections............................................................... 113 Platitudes and how to unmask them.................................................114 'Standard procedures!' 'Principles!'.................................................. 115 Negotiation tactics............................................................................ 116 Delay................................................................................................ 117 Exaggeration.................................................................................... 117 The ambush (an unexpected surprise).............................................117 Salami tactic.....................................................................................118 Making someone feel guilty..............................................................118 Bribery..............................................................................................119 Making temporary agreements.........................................................119 Use of evidence................................................................................120 Well-known mistakes........................................................................120 Renegotiating................................................................................... 121 Silences............................................................................................121 10 Women on route to a higher salary.................................................. 123 Women are being underpaid............................................................ 123 What women are looking for in a job................................................ 124 Sexual manipulation?....................................................................... 124 Why women are less strong negotiators.......................................... 125 Being brushed off............................................................................. 127 Doing more certainly helps!..............................................................128 Less often or not now....................................................................... 128 Warnings!......................................................................................... 129 11 Winding it all up................................................................................. 131 The employment contract.................................................................131 Title and job description................................................................... 132 A temporary contract (limited duration)............................................ 133 Legal help?.......................................................................................134 Non-competition clause....................................................................135 How can you avoid the non-competition clause?............................. 136 Relationship clause.......................................................................... 136 Epilogue...................................................................................................139 Useful Websites...................................................................................... 141 Index........................................................................................................ 145

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