Resources for Negotiation

Web Sites

Career Builder.com
Information on negotiating with employers; includes common questions and answers; suggested books; a collection of negotiation-related articles; and specific tips on getting hired. Also provides relocation calculators, including the salary calculator to determine the salary needed to maintain one's lifestyle.

Quint Careers
A collection of the best job offer, salary information and salary negotiation resources for job seekers.

Data Masters
Although geared to information technology professionals, this site offers an online calculator of use to a general audience for determining cost-of- living comparisons for over 399 U.S. geographic areas. The frequently asked questions page provides details about cost-of-living information.

Books

Babcock, L., & Laschever, S. (2007). Women don't ask: The high cost of avoiding negotiation-and positive strategies for change. New York: Bantam.
Combining fascinating research with revealing commentary from hundreds of women, this groundbreaking book explores the personal and societal reasons women seldom ask for what they need, want, and deserve at home and at work-and shows how they can develop this crucial skill.

Chapman, J. (2006). Negotiating your salary: How to make $1,000 a minute (5th ed.). Berkeley, CA: Ten Speed Press.
This edition includes updated Internet research sources, new lingo for earnings conversations, thorough coverage of stock options and grants, and the final word on when to get a lawyer involved. It focuses completely on the job candidate's side while demonstrating how to develop a compensation package that will satisfy the employer too.

Cooper, N. (2007). Scripts for winning jobs: Job search-negotiations-interviews-promotions (1st ed.). Los Angeles: Cooper Learning Systems.
Learn from successful people from many different walks of life. What did they do and say to win that job or get promoted? How did they negotiate? What is their secret? Prepare for job interviews with authentic scripts for various occupations, find the right recruiter or headhunter, get references that work, ask the right questions, negotiate the salary you deserve, pass your performance review with flying colors, advance your career...and more.

Dawson, R. (2006). Secrets of power salary negotiating: Inside secrets from a master negotiator (1st ed.). Franklin Lakes, NJ: Career Press.
Are you earning what you're worth? Learn how to get a better deal from your current employer and how to negotiate the best deal from a new employer. And you won't come off as greedy, overly aggressive, or selfish. In fact, you'll learn how to win salary negotiations and still leave your boss feeling like he or she has actually won!

Fish, R. A., & Haberly, D. (2005). Negotiating your salary & perks (2nd ed.). San Francisco: WetFeet.
Almost every initial compensation offer can be improved on-in many cases, dramatically-with a little savvy negotiating. This book will help job seekers maximize their salary, title, responsibilities, perks, work flexibility, and more by teaching readers how to negotiate the terms of their next job from the moment they start looking for it.

Fisher, R., & Ury, W. L. (1991). Getting to yes: Negotiating agreement without giving in. New York: Penguin.
This straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry-offers a concise, step-by-step, proven strategy for coming to mutually acceptable agreements in every sort of conflict, whether it involves parents and children, neighbors, bosses and employees, customers or corporations, tenants or diplomats. It is based on the work of the Harvard Negotiation Project, a group that deals continually with all levels of negotiations and conflict resolutions from domestic to business to international.

Krannich, R. L., & Krannich, C. R. (2000). Dynamite Salary Negotiations, 4th Edition: Know What You're Worth and Get It. Manassas Park, VA: Impact Publications.
This book was featured in the National Business Employment Weekly of the Wall Street Journal and on CNN and CNBC. It provides information in a systematic way on the salary negotiation process, with a major focus on compensation. The authors outline the major issues involved in determining salaries, including secrecy, salary history, salary requirements, salary ranges, and negotiating tactics. Covers 30 deadly salary mistakes to avoid; 30 principles for job search and salary success; 16 myths that can prevent you from becoming effective; 9 interview techniques that result in salary offers; 6 steps for calculating what you're really worth; 30 important compensation trends affecting your salary; negotiation techniques that should result in a higher salary; the best ways to handle "salary requirements" questions; and it provides sample salary ranges for 228 jobs.

O'Malley, Michael. (1998). Are You Paid What You're Worth. New York: Broadway Books.
Using a how-to framework, this book provides the reader with a specific formula that allows an employee at any level to calculate his or her own competitive worth. Information from salary surveys, compensation philosophies, and salary structures is presented. Numerous practical tips and strategies along with real-life examples from nationally recognized companies are included. Specifically, readers can compute the overall market worth of a job; increase a base salary or negotiate a salary at a new job; improve the chances of receiving bonuses and other cash/non-cash awards; know the pros and cons of different equity plans and what to look for in company benefits; and increase their total compensation package. Addresses the notion that money isn't everything. Shares emerging trends in the workplace, what individuals consider to be of value, and the importance of job satisfaction.