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Secrets of Power Salary Negotiating

Book Description

Are you earning what you're worth? Master negotiator Roger Dawson shows you how to get a better deal from your current employer and how to negotiate the best deal from a new employer. And you won't come off as greedy, overly aggressive, or selfish. In fact, you'll learn how to win salary negotiations and still leave your boss feeling like he or she has actually won! You'll also learn how to become more valuable to your employer or prospective employer, how to develop power and control over your career, and gain an amazing ability to get what you want.

"Roger Dawson knows negotiating. These tips will provide even the most timid negotiator with the tools to get the salary he or she deserves." —Ron Fry, author of 101 Great Answers to the Toughest Interview Questions.

Roger Dawson (La Habra Heights, CA) is one of the country's top experts on the art of negotiating. As a full-time speaker since 1982, he has trained executives, managers, and salespeople throughout the U.S., Canada, Asia and Australia. He is one of only a few professionals in the world to have been awarded both the CSP and CPAE by the National Speakers Association, their two highest awards. He was inducted into the Speakers Hall of Fame in 1991. He is the author of Secrets of Power Negotiating, Secrets of Power Negotiating for Salespeople, and Secrets of Power Persuasion.

Table of Contents

  1. Cover
  2. Table of Contents
  3. Title Page
  4. Dedication
  5. Preface: What You'll Get From This Book
  6. Introduction
  7. Section I: Getting the Offer
    1. Part One: Resumes--Getting an Interview
      1. Chapter 1: Preparing the Resume
        1. Things to Exclude From Your Resume
        2. How to Increase Your Chances of Getting Your Resume Read
        3. The Optimum Length of a Good Resume
        4. Following Up After Sending the Resume
        5. Should You Include a Picture With Your Resume?
        6. Mistakes in Resume Preparation
        7. Tailor Your Style to the Job Opening
        8. Don't Forget to Include...
        9. A Surefire Way to Get an Interview
    2. Part Two: The Interview--Getting a Job Offer
      1. Chapter 2: Gathering Information About the Company
        1. Using the Internet to Find Job Openings
        2. Learning More About the Company
      2. Chapter 3: Preparing for the Interview
        1. Rehearsing for the Interview
        2. What Is the Interviewer Trying to Find Out?
        3. How to Stand Out at an Interview When There Are a Lot of Applicants
        4. How to Stress Your Skills in an Interview
        5. How to Keep the Interview Process Moving Forward
      3. Chapter 4: Handling the Issue of Money
        1. What to Say When Asked "What Are You Getting Paid Now?
        2. What to Do if You Get a Low Offer for a Job
        3. Once You Have Agreed on a Package, Ask for It in Writing
      4. Chapter 5: What the Interviewer Is Looking for
        1. Credentials
        2. Reward Power
        3. Punishment Power
        4. Consistency
        5. Character
        6. Charisma
        7. Expertise Power
        8. Information Power
      5. Chapter 6: Problem Issues
        1. What to Do if Your Previous Employer Won't Give a Good Reference
        2. What to Do if You've Been Unemployed for a Long Time
        3. What to Do if You Were Fired From Your Last Job
    3. Part Three: Responding to the Offer
      1. Chapter 7: What Can You Get?
        1. Hiring Bonuses
        2. Severance Packages
        3. Companies Need to Make a Profit on You
        4. Other Negotiable Factors
        5. When to Mention How Much You Expect
        6. What to Do if the Employer Insists on Knowing Your Salary History
      2. Chapter 8: How Much Should You Ask For?
        1. How Employers Decide on the Amount of an Offer
        2. How to Calculate What the Job Is Worth
        3. Calculating What College Graduates Are Worth
        4. Calculating the Cost of Living at a New Location
      3. Chapter 9: Leaving Your Present Job
        1. Negotiating Severance After You Get Fired
        2. Quitting a Job to Job Hunt Full-Time
        3. Leaving With Dignity
      4. Chapter 10: Getting a Raise in Your Present Job
    4. Part Four: Closing Tactics
      1. Chapter 11: The Tugboat Close
      2. Chapter 12: The Paddock Close
      3. Chapter 13: The "That Wouldn't Stop You" Close
      4. Chapter 14: The "You Can Afford It" Close
      5. Chapter 15: The "Leave 'Em Alone" Close
      6. Chapter 16: The Vince Lombardi Close
      7. Chapter 17: The Silent Close
      8. Chapter 18: The "Subject-To" Close
      9. Chapter 19: The Ben Franklin Close
      10. Chapter 20: The Dumb Mistake Close
      11. Chapter 21: The Final Objection Close
      12. Chapter 22: The Puppy Dog Close
      13. Chapter 23: The Minor Point Close
      14. Chapter 24: The Positive Assumption Close
      15. Chapter 25: The Return Serve Close
      16. Chapter 26: The Alternate Choice Close
      17. Chapter 27: The Doorknob Close
      18. Chapter 28: The Divide and Conquer Close
      19. Chapter 29: The Let 'Em Think Close
      20. Chapter 30: The Bank Note Close
      21. Chapter 31: The Recall Close
      22. Chapter 32: The Take Control Close
      23. Chapter 33: The Dawson Pledge
  8. Section II: Negotiating Compensation
    1. Part One: Preparing for the Negotiation
      1. Chapter 34: Power Comes From Having Options
        1. Your Value Is Directly Related to the Difficulty of Replacing You
        2. Do One Part of Your Job so Well That You Become Irreplaceable
      2. Chapter 35: The Magic of the Trade-Off
      3. Chapter 36: Negotiating a Raise in Pay Can Be Nerve-Racking
        1. Title Power
        2. Reward Power
        3. Coercive Power
        4. Information Power
      4. Chapter 37: Never Negotiate With Someone Who Can Only Say No to You
      5. Chapter 38: Anticipating Objections
      6. Chapter 39: Concentrate on the Issues
    2. Part Two. Negotiating Pressure Points
      1. Chapter 40: Time Pressure
        1. Acceptance Time
        2. Spending a Lot of Time With the Employer
        3. Tie Up All the Details
      2. Chapter 41: Information Power
        1. Don't Be Afraid to Ask the Tough Questions
        2. People Share Information Across Peer Group Levels
        3. Where You Ask the Question Makes a Difference
        4. Ask Open-Ended Questions
      3. Chapter 42: Projecting That You're Prepared to Walk Away
    3. Part Three. Negotiating Gambits
      1. Chapter 43: Ask for More Than You Expect to Get
        1. 1. You Might Just Get It
        2. 2. Asking for More Makes It Easier to Get What You Really Want
        3. 3. Asking for More Raises Your Perceived Value
        4. 4. Asking for More Creates a Climate Where the Other Side Can Have a Win With You
        5. 5. Asking for More Than You Expect to Get Prevents Deadlocks When Dealing With an Egotistical Person
      2. Chapter 44: Don't say Yes to the First Proposal
      3. Chapter 45: Flinch at the First Proposal
      4. Chapter 46: Don't Be Confrontational
      5. Chapter 47: The Vise Gambit
      6. Chapter 48: Pressure Without Confrontation
        1. Why the Employer Loves to Use Higher Authority
        2. The Counter-Gambits to Higher Authority
        3. Step 1: Appeal to the Other Person's Ego
        4. Step 2: Get the Other Person's Commitment That He'll Recommend It to the Higher Authority
        5. Step 3: Use the qualified "Subject To" Close
        6. Using Higher Authority to Put Pressure on the Employer
      7. Chapter 49: Don't Offer to Split the Difference
      8. Chapter 50: Don't Take on Their Problems
      9. Chapter 51: Trading Off
        1. Creating Your Own Trade-Offs
      10. Chapter 52: Good Guy/Bad Guy
        1. Counter-Gambits to Good Guy/Bad Guy
      11. Chapter 53: Taper Down the Size of Your Concessions
        1. Equal-Sized Concessions
        2. Making the Final Concession a Big One
        3. Giving It All Away Up Front
        4. Giving a Small Concession to Test the Waters
      12. Chapter 54: How to Handle an Impasse
      13. Chapter 55: How to Handle a Stalemate
      14. Chapter 56: How to Handle a Deadlock
      15. Chapter 57: Positioning for Easy Acceptance
      16. Chapter 58: Nibbling for Your Next Increase
        1. Look Out for People Nibbling on You
        2. Countering the Nibble When the Employer Does It to You
      17. Chapter 59: Let's Make This Win-Win
        1. Don't Narrow It Down to Just One Issue
        2. People Are Not Out for the Same Thing
        3. Don't Try to Get the Last Dollar off the Table
        4. Put Something Back on the Table
  9. About the Author
  10. Also by Roger Dawson
  11. Seminars and Speeches by Roger Dawson
  12. Audio Programs
  13. Video Training Programs
  14. Copyright