Perfect Phrases for Negotiating Salary and

The right phrase for every situation . . . every timeThe latest guide in the top-selling, easy-to-use Perfect Phrases series gives you the correct vocabulary to use to get the best salary or job offer possible. Using words and phrases that take away the taboo surrounding the subject of money, you can ask for what you want-and deserve-with confidence. Provides quick, easy steps that prepare readers for salary negotiations, job interviews, or performance reviews, giving them the competitive edge

Matthew and Nanette DeLuca are the authors of the bestsellers Best Answers to the 201 Most Frequently Asked Interview Questions and More Best Answers to the 201 Most Frequently Asked Interview Questions.

Part One: Preparing for Salary Negotiation

1

(38)

Where Are You Coming From? What Is Your Current Situation?

4

(4)

Out of Work

4

(1)

You Are Currently Employed

5

(2)

You Are in the Middle of a Job Hunt

7

(1)

Why Do You Think You Should Get Paid More Money? Why Now?

8

(2)

Emotions versus Pragmatics

8

(1)

What Is Your Role in the Company as Opposed to Your Stated Position?

9

(1)

How to Create and Expand Your Knowledge Base

10

(7)

What You Need to Know—and Why

10

(1)

Research Your Selling Points

11

(2)

Research the Current Job Market, Industry, and Economy

13

(2)

Research Your Options

15

(1)

Thinking Outside of the Pay Envelope

16

(1)

Define Compensation: What Does It Mean to You?

17

(1)

What Are the Costs of the New Job?

17

(1)

Looking the Part

17

(1)

Transportation

18

(1)

Make a Plan

19

(7)

Crunching Numbers

19

(4)

Negotiation Framework

23

(3)

Reconsider Your Bargaining Points

26

(2)

First Rule of Negotiation: Do Not Negotiate If You Do Not Want the Job

26

(1)

Second Rule of Negotiation: Be Careful about What You Ask For

27

(1)

How to Negotiate

28

(4)

How Do You Negotiate?

28

(1)

How Should You Negotiate?

28

(2)

With Whom Should You Negotiate?

30

(1)

When Should You Talk Money?

30

(1)

Should Your Future Be Held Hostage to Your Past?

31

(1)

Rules—You Need to Know Them before You Can Break Them

32

(1)

Negotiating Guidelines

32

(2)

Examining the Offer(s)

33

(1)

Closing the Negotiations

34

(1)

Electronic versus Hardcopy Applications

34

(2)

Online Applications

34

(1)

Hardcopy Applications

35

(1)

Recruiters and Headhunters: Are They Useful in the Negotiating Process?

36

(3)

Part Two: Dealing with Salary Questions before and during the Recruiting and Selection Process

39

(20)

Opportunities That Require a Written Response

41

(3)

Questions That May Arise at Courtesy Interviews and Information-Gathering Sessions

44

(6)

Salary Questions That May Arise at Any Time 47 Submitting a Salary Number versus a Salary Range

50

(3)

Responding to Objections Raised by Headhunters, Human

Resources Professionals, or Hiring Managers

53

(4)

Responding to Objections If You Are a Job Seeker Fifty Years Old or Older

57

(2)

Part Three: How to Negotiate the Total Compensation Offer: Salary, Benefits, and Perquisites

59

(40)

Responding to an Initial Offer

61

(4)

Asking for a Job Offer in Writing

64

(1)

If Written Job Offers Are Not Provided

64

(1)

Negotiating a Higher Salary

65

(1)

Negotiating a Sign-on Bonus

66

(1)

Negotiating a Bonus

67

(1)

Negotiating Options

68

(2)

Negotiating a Shorter Review Period

70

(2)

Negotiating a Different Starting Date

72

(1)

Negotiating Pay for COBRA Coverage

73

(1)

Negotiating the Ability to Work from Home

74

(1)

Negotiating Flexible Hours

74

(2)

Negotiating a Four-Day Week

76

(1)

Negotiating for a Laptop Computer, Cell Phone, and/or Blackberry

77

(1)

Negotiating Authorization to Attend Professional Gatherings Such as Conferences, Seminars, and Workshops

78

(1)

Negotiating Reimbursement for Professional Association Memberships, Certifications, or Journals

79

(1)

Asking for a Contract

80

(1)

Securing the Promise of Severance

81

(2)

Negotiating Tuition Refund

83

(2)

Negotiating Child Care

85

(1)

Negotiating Benefits

86

(2)

Negotiating Additional Vacation Time/Time Off

88

(2)

Vacation

88

(2)

Sabbaticals

90

(1)

Time Off for Religious Activities

90

(1)

Counteroffers

90

(3)

Type A: A Second Level of Negotiation with Your Would-Be New Employer

90

(1)

Type B: Negotiation with Your Current Employer

91

(2)

Dealing with Multiple Job Offers

93

(1)

Finalizing the Offer

94

(5)

Accepting the Offer

95

(1)

Declining the Offer

96

(1)

If You Do Not Get a Job Offer

97

(2)

Part Four: Negotiating at Your Current Job

99

(40)

Performance Reviews

101

(6)

Phrases for Discussing Performance

101

(2)

Phrases for Salary Review

103

(2)

If the Increase Is Unacceptable to You

105

(2)

How to Ask for a Raise or Promotion

107

(12)

At the Completion of a Project

107

(1)

Because of Market Conditions

108

(2)

Because of Personal Issues

110

(2)

Because of Internal Inequity

112

(2)

If You Have Received Another Offer

114

(3)

If You Suspect Another Person Has Been Hired to Replace You

117

(2)

Asking for a Promotion

119

(7)

Following a Compliment for Good Work

119

(1)

If the Person Leaves Who Was Occupying a Position That You Want

119

(1)

If Your Supervisor Is Leaving

120

(1)

When a New Supervisor Arrives

121

(1)

If You Just Think It's Time

122

(1)

If You're No Longer Feeling Challenged

123

(1)

As an Act of Desperation When There's No Money for an Increase

124

(2)

Phrases for Terminations, Downsizing, or Quitting

126

(1)

Phrases for Quitting That Leave the Door Open

126

(1)

Phrases for Being Downsized or Terminated

126

(1)

Phrases for Severance Negotiation

127

(12)

For an Overview Discussion

127

(1)

Severance Pay

128

(1)

Setting a Departure Date

128

(2)

Asking for a Letter of Reference

130

(1)

Staying on as a Consultant

130

(1)

Outplacement Assistance

131

(1)

Benefit Coverage (or Extended COBRA Coverage)

132

(1)

Active Employee Health Insurance Coverage

133

(1)

Pension Retirement Vesting

134

(1)

Tuition Refund Payments

134

(1)

E-Mail Access

135

(1)

Retention of Office Equipment and Services

136

(1)

Continued Voice Mail for an Extended Period (For Example, Six Months)

136

(1)

Copying Personal Files

137

(1)

If Asked to Sign Additional Agreements [For Example, Noncompete, Nondisclosure (Confidentiality), and No Solicitation]

137

(2)

Part Five: Perfect Phrases for Special Circumstances

139

(10)

If You Have Been Working Per Diem

141

(1)

If You Have Been Working on Project-Based Freelance Independent Contractor Assignments

142

(2)

Special Phrases for Sales Professionals (or Others with Salary Plus Commissions)

144

(1)

Special Phrases for Wait Staff (or Any Other Position Where Most of Your Earnings Come in Tips)

144

(1)

Being Paid "Off the Books" or Being "Grossed Up"

145

(2)

Phrases to Use If a Past Employer Invites You Back

147

(2)

Appendix A: Determining Your Current Level of Compensation and "Total Pay" Package

149

(10)

Understanding How Compensation Works

151

(2)

The Criteria for Some Salary Increases

152

(1)

How to Determine Your "Total Pay" Package

153

(6)

Determining Hourly Rates of Pay or Annual Salary

153

(1)

Thinking in Terms of Total Compensation

154

(1)

What Is Included in Compensation?

154

(5)

Appendix B: Sample Letters for Wrapping Up Negotiations

159

(10)

Offer Letter

161

(2)

Thank-You and Acceptance Letter

163

(1)

Confirmation Letter (If the Job Offer Is Not Given in Writing)

164

(2)

Declination and Thank-You Letter

166

(1)

Thank-You Letter (No Job Offer Received)

167

(1)

Authors' Answer Key

168

(1)

Appendix C: Resources

169

Web Sites

171

(1)

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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

Summary

Author Biography

Table of Contents

Supplemental Materials