Negotiating Your Salary. Jack Chapman

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      Table of Contents

       Title Page

       Dedication

       Acknowledgments

       Preface

       BONUS FOR READERS:

       CHRONOLOGICAL GUIDE

       Chapter 1: - Million-Dollar Blunders

       Lightning Round I - Salary Making Rule 1

       Lightning Round II - Salary-Making Rule 2

       Lightning Round III - Salary-Making Rule 3

       Lightning Round IV - Salary-Making Rule 4

       Lightning Round V - Salary-Making Rule 5

       Chapter 2: - Aiming for What You’re Worth

       Labor Is Intangible

       Salary Relates to Level of Responsibility

       The Universal Hiring Principle Is Make Me a Buck

       Million-Dollar Blunders

       The Basic Principle of Effective Salary Negotiations

       Chapter 3: - Salary-Making Rule 1: When to Discuss Money

       Ever Bought Something You Couldn’t Afford?

       Waiting for the Right Moment

       How to Postpone Salary Talk: PART I

       The Preemptive Strike

       What if They Get Angry with Me?

       Development of an Offer

       Seller-Buyer Role Reversal in Negotiations

       How to Postpone Salary Talk: Part II

       Chapter 4: - Salary-Making Rule 2: Who Goes First

       Negotiations Context

       He Who Speaks First Loses?

       Secure-the-Job-Offer priority of Salary Negotiations.

       “Ideal, Satisfactory, No-Go” (ISN) as your reply.

       Choice ONE—You Go First

       Choice ONE and TWO: HYBRID “Lock Down Maneuver”

       Choice TWO—Let Them Go First

       Chapter 5: - Salary-Making Rule 3: Your First Response

       Dangers and Power of Silence: Out for the Count

       Quickly Calculate the Annualized Amount

       What Happens When You’re Quiet

       Responding with the Truth

       Formula

       Calculating the Three Factors, PART I: ORV$

       The “preferred providers”

       Favorite #1: JobStar.org

       Favorite #2: PayScale.com

       Favorite #3: Salary.com

       Favorite #4: GlassDoor.com

       Favorite #5: Indeed.com

       Other Sites of interest. Check www.SalaryNegotiations.com for updates on these websites:

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