Get More Money on Your Next Job... in Any Economy

by Miller, Lee

• ISBN13: 9780071621380
• ISBN10: 0071621385
• Edition: 1st
• Format: Paperback
• Copyright: 2009-04-10
• Publisher: McGraw-Hill Education

Summary

GET PAID WHAT YOU DESERVE!"Lee's book is a must-read for anyone who wants to be adequatelyrewarded for the value his or her work generates." --Los Angeles TimesIf you're not sure that mastering the art of negotiation is important,consider this: getting $2,000 less in salary at age 25 could amountto $200,000 in lost salary by age 65.In his mid-20s, Lee Miller got himself a 50 percent salary increasein the midst of what was the worst recession since the 1930s. Sincethen, he's become a top career advisor, steering hundreds of employmentagreements. Here he shares all the how-to's that can helpyou land not only the work you want but also more money and betterbenefits, bonuses, and perks. You'll learn how to: Use the Internet to find and assess potential employers Enhance your desirability and leverage Develop your best negotiation strategy Time salary discussions to maximize your control of them Seal the dealWhy leave money on the negotiating table when it can be yours? Thispractical, timely book is your first step to getting what you deserve onyour next job or a substantial raise in your current position."Lee's book is a welcome addition that adds fresh dimensions. His words are a must-reading for anyone who wants to be adequately rewarded for the value his or her work generates." --Joyce Lain Kennedy,Los Angeles TimesSyndicated Columnist"Miller's wisdom abounds in this book and he touches on things that others have not." --Judy Rosemarin,The New York Post"A new book that goes the distance on (salary negotiations) is Lee Miller'sGet More Money on Your Next Job." --Investor's Business Daily

Author Biography

Lee Miller is the managing director of NegotiationPlus.com with offices in the United States and Asia, and a senior consultant with The Cabot Advisory Group.

Table of Contents

Foreword	p. ix
Acknowledgments	p. xi
Introduction	p. 1
The Secret to Negotiating in Any Economy Is Not to Have the Employer Negotiate with You	p. 7
Everything You Need to Know about Using the Internet (and Other Sources of Information) to Help You Negotiate	p. 17
Beyond Research: Preparing to Negotiate	p. 27
Dressing the Part to Enhance Your Ability to Negotiate (and Your Career)	p. 35
Principles for Negotiating: The 11 Commandments of Employment Negotiations	p. 41
25 Proven Strategies for Getting More Money, Better Benefits, and Greater Job Security	p. 49
Making the Most of Your Compensation: Discussing Your Current Salary	p. 52
Asking for More: You Can't Get What You Don't Ask For	p. 59
Seek and You Shall Find: The Tactical Use of Questions	p. 65
Negotiating the Position, Not the Salary	p. 71
Creating a Win-Win Situation	p. 75
Timing Your Departure	p. 81
Using the Follow-Up Memo as a Negotiating Tool	p. 87
Creating a Stake in the Outcome	p. 92
Disagreeing without Being Disagreeable: Being Likable as a Negotiating Strategy	p. 97
Being Flexible: Considering the Possibilities	p. 105
Patience, Persistence, and Timing: Outmaneuvering or Outlasting Your Opponent	p. 111
Taking Stock in Your Situation: When and How to Ask for Equity	p. 117
Using Another Offer Even When You Don't Have One	p. 124
Not Negotiating as a Strategy	p. 130
Creating Red Herring Issues	p. 134
Blaming the Lawyers, Accountants, and Others	p. 138
Add-Ons: Just One Last Thing	p. 145
Looking for Exceptions	p. 150
Using Headhunters When You Negotiate	p. 155
Making the Employer's Negotiator Look Good	p. 160
Bypassing the Negotiator (Unless It's Your Future Boss)	p. 164
Using Information: Facts, Figures, and Comparisons	p. 169
Silence Is Golden: When to Let the Other Side Talk	p. 174
How to Win by Conceding	p. 179
Walking Away	p. 186
Job Security: How to Ensure That You Get to Enjoy the Fruits of Your Efforts	p. 191
When You're Unemployed: How to Gain Bargaining Leverage Even If You Think You Have None	p. 203
Gender Differences in Employment Negotiations	p. 209
Negotiating When You Are Seeking Your First Job	p. 219
Negotiating with Your Current Employer: You Don't Get What You Deserve; You Get What You Negotiate	p. 223
Index	p. 233
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