Perfect Phrases for Negotiating Salaries and Job Offers - Matthew J Deluc and Nanette F Deluca

• Paperback: 160 pages
• Publisher: McGraw-Hill; 1 edition (November 21, 2006)
• Language: English
• ISBN-10: 0071475516
• ISBN-13: 978-0071475518
• Product Dimensions: 7.9 x 4.9 x 0.6 inches

This book is filled with examples of phrases for negotiation. The intial portion is devoted to negotiation preparation depending on the circumstances one is in: employed, jobless (long or short term), entry level etc. The later portion centers mostly on examples in a wide variety of cases. It would be perfect for those who need to memorise phrases but it is great for those who formulate their own phrases for comparision.

Preparing for Salary Negotiation

The 2 rules for negotiations are - Do not negotiate if you don't want the job and Be careful of what you ask for.

1. Assessing own situation - jobless, retrenched, in a current job, new entry etc

2. Assess self - skill sets, experience

3. Assess the market, industry and economy to appreciate the limitations of the employer

4. Assess own needs

- Define compensation holistically: money, bonus, benefits in terms of health and vacation, perks and other intangibles (Separate the must-haves, nice-to-have and give-aways)

- Measure the cost of the new job: appearance, transport and time, lifestyle and other commitments

Guidelines for Negotiation

1. Use silence as a tool

2. Control disclosure

3. Be firm

4. Consistency

5. Remember what is important to you

6. Find out when they need an answer

7. Ask for offer in writing

8. Keep the door open

Phrases for Negotiation

This portion covers the following scenarios:

1. Dealing with salary questions before and during recruiting (and selection) process

- salary range (pros and cons)

- age

- interviews with HR for lateral moves

2. Negotiation of the total compensation package

- Always ask in writing

- Never accept on the spot

- Higher salary, bonus, options, shorter review period, starting rates, flexi hours, home working, lesser-days work, perks, memberships, training, contract, severance, tuition refund, childcare, benefits, time off, sabbaticals, religious activities

- Counter offers under new employers and current employers

- Finalisation - accepting, rejecting, multiple offers

- Following up even none offers

3. Negotiation at current job

- Performance reviews

- Salaries

- During terminations - asking for downsizing, pay decrease, date to leave, reference letter, staying as consultant, outplacement assistance

- Asking for a raise/promotions citing no longer feeling challenged, time, vacant higher post. (This can be done after the completion of the project, market conditions, personal issues, internal inquiry, another offer coming in, replacement of position)

4. Other special circumstances

Appendix includes compensation checklist and assessment and some sample letters for reference.