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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:

Example of Person to Person Direct Dial/Internet

Calculating the Three Factors, PART II: IV$

Calculating the Three Factors, PART III: Rf$

Rf$ Illustration: emergencies.

Rf$ Illustration: Stock Options.

Rf$ Illustration: other.

Timing: When Should I Figure Out My ISN?

Ready, Set, No-go! – Determine your bottom line.

Chapter 6: - Salary-Making Rule 4: Your Researched Response

Responding to the Offer

Chapter 7: - Salary-Making Rule 5: Clinch The Deal, Then Deal Some More

Negotiating Bennies and Perks

Time to Think It Over

Don’t Be “Cool”

How to Enthusiastically Ask for Time to Think It Over

Juggling Two or More Offers

Counter-Offers

Urgent Employers

When to Get It in Writing

Final Acceptance of an Offer

What if I Like it Now—Can I Just Say “Yes”?

Chapter 8: - Special Situations

Ads and Applications with “Salary History Required”

Internet boxes “Enter Salary History Here”

Discussing Salary at Networking Interviews

Special Considerations: Image and Communication

“Overqualified”

Exceptions: Recruiters and Employment Agencies

Exceptions: Recruiters and Agencies—Revisions

Salary Boxes

Phil’s Salary-Boxes Story

Over the Phone

Delayed Negotiations

No Experience

When Do I Need to Talk to a Lawyer?

What About the “nons”? Noncompete, Nondisclosure...

Other Special Situations Call for Mr. Legalman

Negotiating a Severance Package: Background

A Word about Lawsuits

Negotiating a Severance Package: Timing

Negotiating Severance Timing II: Long before you need it.

Negotiating Severance: Four Items

Negotiating by E-mail

More Special Situations: see www.SalaryNegotiations.com

Summary of Special-Situation Rules

Chapter 9: - Evaluating and Negotiating a Stock Options Package

The Fundamentals

Part 1: Stock Options 101: What Is a Stock Option?

Part 2: The Company’s Perspective

Part 3: Evaluating and Negotiating Your Option Agreement

Conclusion

Chapter 10: - Raises and Salary Reviews

Why Would Your Boss Give You a Raise?

Earning It

Communication Is the Key

Using a Job Journal

The Prereview Memo

At the Negotiating Table

Creating Raises and Promotions

Chapter 11: - You Go First Perspective

What if They Get Angry with Me?

Chapter 12: - Practice and Coaching

Changing Habits through Practice

Practice and Coaching Are Even Better

Call me; I Love Coaching Salary Negotiations

On Getting the Courage to Negotiate

On Practice

Arranging Personal Telecoaching—847-853-1046

Your Goal in All This

Final Note: Financial Independence

POSTSCRIPT

APPENDIX ORIGINAL SALARY MAKING RULE #2: LET THEM GO FIRST.

REVIEW OF RESOURCES

ABOUT THE AUTHOR JACK CHAPMAN “SALARY COACH”

Copyright Page