TY  - BOOK
AU  - DeLuca,Matthew J.
AU  - DeLuca,Nanette F.
TI  - Perfect phrases for negotiating salary and job offers: hundreds of ready-to-use phrases to help you get the best possible salary, perks, or promotion 
SN  - 0071475516 (alk. paper)
PY  - 2007///
CY  - New York
PB  - McGraw-Hill
KW  - Employee fringe benefits
KW  - Employment interviewing
KW  - Job offers
KW  - Negotiation in business
KW  - Terminology
KW  - Promotions
KW  - Wages
N1  - Includes bibliographical references (p. [171]-173); Appendix A. Determining your current level of compensation and "total pay" package -- Understanding how compensation works -- The criteria for some salary increases -- How to determine your "total pay" package -- Determining hourly rates of pay or annual salary -- Thinking in terms of total compensation -- What is included in compensation -- Appendix B. ample letters for wrapping up negotiations -- Offer letter -- Thank-you and acceptance letter -- Confirmation letter (if the job offer is not given in writing) -- Declination and thank-you letter -- Thank-you letter (no job offer received) -- Authors' answer key -- Appendix C. Resources -- Web sites -- Suggested readings; pt. 1. Preparing for salary negotiation -- Where are you coming from? : what is your current situation? -- Out of work -- You are currently employed -- You are in the middle of a job hunt -- Why do you think you should get paid more money? -- Why now? -- Emotions versus pragmatics -- What is your role in the company as opposed to your stated position? -- How to create and expand your knowledge base -- What you need to know, and why -- Research your selling points -- Research the current job market, industry, and economy -- Research your options -- Thinking outside of the pay envelope -- Define compensation : what does it mean to you? -- What are the costs of the new job? -- Looking the part -- Transportation -- Make a plan -- Crunching numbers -- Negotiation framework -- Reconsider your bargaining points -- First rule of negotiation : do not negotiate if you do not want the job -- Second rule of negotiation : be careful about what you ask for -- How to negotiate -- How do you negotiate? -- How should you negotiate? -- With whom should you negotiate? -- When should you talk money? -- Should your future be held hostage to your past? -- Rules, you need to know them before you can break them -- Negotiating guidelines -- Examining the offer(s) -- Closing the negotiations -- Electronic versus hardcopy applications -- Online applications -- Hardcopy applications -- Recruiters and headhunters are : they useful in the negotiating process? --; pt. 2. Dealing with salary questions before and during the recruiting and selection process -- Opportunities that require a written response -- Questions that may arise at courtesy interviews and information gathering sessions -- Salary questions that may arise at any time -- Submitting a salary number versus a salary range -- Responding to objections raised by headhunters, human resources professionals, or hiring managers -- Responding to objections if you are a job seeker fifty years old or older --; pt. 3. How to negotiate the total compensation offer : salary, benefits, and perquisites -- Responding to an initial offer -- Asking for a job offer in writing -- If written job offers are not provided -- Negotiating a higher salary -- Negotiating a sign-on bonus -- Negotiating a bonus -- Negotiating options -- Negotiating a shorter review period -- Negotiating a different starting date -- Negotiating pay for COBRA coverage -- Negotiating the ability to work from home -- Negotiating flexible hours -- Negotiating a four-day week -- Negotiating for a laptop computer, cell phone and/or Blackberry -- Negotiating authorization to attend professional gatherings such as conferences, seminars, and workshops -- Negotiating reimbursement for professional association memberships, certifications, or journals -- Asking for a contract -- Securing the promise of severance -- Negotiating tuition refund -- Negotiating child care -- Negotiating benefits -- Negotiating additional vacation time/time off -- Vacation -- Sabbaticals -- Time off or religious activities -- Counteroffers -- Type A : a second level of negotiation with your would-be new employer -- Type B : negotiation with your current employer -- Dealing with multiple job offers -- Finalizing the offer -- Accepting the offer -- Declining the offer -- If you do not get a job offer --; pt. 4. Negotiating at your current job -- Performance reviews -- Phrases for discussing performance -- Phrases for salary review -- If the increase is unacceptable to you -- How to ask for a raise or promotion -- At the completion of a project -- Because of market conditions -- Because of personal issues -- Because of internal inequity -- If you have received another offer -- If you suspect another person has been hired to replace you -- Asking for a promotion -- Following a compliment for good work -- If the person leaves who was occupying a position that you want -- If your supervisor is leaving -- When a new supervisor arrives -- If you just think it's time -- If you're no longer feeling challenged -- As an act of desperation when there's no money for an increase -- Phrases for terminations, downsizing, or quitting -- Phrases for quitting that leave the door open -- Phrases for being downsized or terminated -- Phrases for severance negotiation -- For an overview discussion -- Severance pay -- Setting a departure date -- Asking for a letter of reference -- Staying on as a consultant -- Outplacement assistance -- Benefit coverage (or extended COBRA coverage) -- Active employee health insurance coverage -- Pension retirement vesting -- Tuition refund payments -- E-mail access -- Retention of office equipment and services -- Continued voice mail for an extended period (for example, six months) -- Copying personal files -- If asked to sign additional agreements [for example, noncompete, nondisclosure (confidentiality), and no solicitation] --; pt. 5. Perfect phrases for special circumstances -- If you have been working per Diem -- If you have been working on project-based freelance independent contractor assignments -- Special phrases for sales professionals (or others with salary plus commissions) -- Special phrases for wait staff (or any other position where most of your earnings come in tips) -- Being paid "off the books" or being "grossed up" -- Phrases to use if a past employer invites you back --
ER  -