pt. 1. Preparing for salary negotiation
Where are you coming from? : what is your current situation?
You are currently employed
You are in the middle of a job hunt
Why do you think you should get paid more money?
Emotions versus pragmatics
What is your role in the company as opposed to your stated position?
How to create and expand your knowledge base
What you need to know, and why
Research your selling points
Research the current job market, industry, and economy
Thinking outside of the pay envelope
Define compensation : what does it mean to you?
What are the costs of the new job?
Reconsider your bargaining points
First rule of negotiation : do not negotiate if you do not want the job
Second rule of negotiation : be careful about what you ask for
How should you negotiate?
With whom should you negotiate?
When should you talk money?
Should your future be held hostage to your past?
Rules, you need to know them before you can break them
Electronic versus hardcopy applications
Recruiters and headhunters : Are they useful in the negotiating process?
pt. 2. Dealing with salary questions before and during the recruiting and selection process
Opportunities that require a written response
Questions that may arise at courtesy interviews and information-gathering sessions
Salary questions that may arise at any time
Submitting a salary number versus a salary range
Responding to objections raised by headhunters, human resources professionals, or hiring managers
Responding to objections if you are a job seeker fifty years old or older.
pt. 3. How to negotiate the total compensation offer : salary, benefits, and perquisites
Responding to an initial offer
Asking for a job offer in writing
If written job offers are not provided
Negotiating a higher salary
Negotiating a sign-on bonus
Negotiating a shorter review period
Negotiating a different starting date
Negotiating pay for COBRA coverage
Negotiating the ability to work from home
Negotiating flexible hours
Negotiating a four-day week
Negotiating for a laptop computer, cell phone and/or Blackberry
Negotiating authorization to attend professional gatherings such as conferences, seminars, and workshops
Negotiating reimbursement for professional association memberships, certifications, or journals
Securing the promise of severance
Negotiating tuition refund
Negotiating additional vacation time/time off
Time off for religious activities
Type A : a second level of negotiation with your would-be new employer
Type B : negotiation with your current employer
Dealing with multiple job offers
If you do not get a job offer.
pt. 4. Negotiating at your current job
Phrases for discussing performance
Phrases for salary review
If the increase is unacceptable to you
How to ask for a raise or promotion
At the completion of a project
Because of market conditions
Because of personal issues
Because of internal inequity
If you have received another offer
If you suspect another person has been hired to replace you
Following a compliment for good work
If the person leaves who was occupying a position that you want
If your supervisor is leaving
When a new supervisor arrives
If you just think it's time
If you're no longer feeling challenged
As an act of desperation when there's no money for an increase
Phrases for terminations, downsizing, or quitting
Phrases for quitting that leave the door open
Phrases for being downsized or terminated
Phrases for severance negotiation
For an overview discussion
Asking for a letter of reference
Staying on as a consultant
Benefit coverage (or extended COBRA coverage)
Active employee health insurance coverage
Pension retirement vesting
Retention of office equipment and services
Continued voice mail for an extended period (for example, six months)
If asked to sign additional agreements [for example, noncompete, nondisclosure (confidentiality), and no solicitation].
pt. 5. Perfect phrases for special circumstances
If you have been working per diem
If you have been working on project-based freelance independent contractor assignments
Special phrases for sales professionals (or others with salary plus commissions)
Special phrases for wait staff (or any other position where most of your earnings come in tips)
Being paid "off the books" or being "grossed up"
Phrases to use if a past employer invites you back.
Appendix A. Determining your current level of compensation and "total pay" package
Understanding how compensation works
The criteria for some salary increases
How to determine your "total pay" package
Determining hourly rates of pay or annual salary
Thinking in terms of total compensation
What is included in compensation
Appendix B. Sample letters for wrapping up negotiations
Thank-you and acceptance letter
Confirmation letter (if the job offer is not given in writing)
Declination and thank-you letter
Thank-you letter (no job offer received)
