Table of Contents; Negotiating Your Salary and Perks at a Glance; Before You Interview; Overview; Strategy vs. Tactics; Bargaining Power; Know the Market: Benchmark!; Timing: The Early Bird and All That; Establish Your Priorities; A Firm Negotiation Wins Respect; Negotiate the Interview Process; Strategic Negotiation Fundamentals; Tips for Interviewing Like a Negotiator; What's Negotiable?; Constraints; What's on the Table; Establishing Your Priorities; Obtaining the Offer; Discourage Premature Offers; Proper Offer Forms; Benchmark the Offer; Taking Stock: Create a Decision Matrix
Assess Your Bargaining PowerThe Negotiation; The Fundamentals; Potential Approaches; The Employer's Bag of Tricks; Advanced Negotiation Techniques; The Decision; Get the Final Offer in Writing; Competing Offers: Consult Your Decision Matrix; Declining Graciously; Delaying Your Decision; When to Say Yes; Negotiating Once You Have the Job; Preparing for Your Next Review; Negotiation Requirements; Making Your Case; When Your Employer Thinks the Grass Is Greener; Stepping Outside the Review Process; For Your Reference; A Primer for First-Time Job-Seekers
Additional Advice for Midcareer CandidatesAdditional Resources; About the Authors
Bibliography
Includes bibliographical references (pages 154-158)
