Explores four distinct negotiation styles—competitive, accommodative, collaborative, and avoidant—using relatable, humorous examples to show how different approaches can shape outcomes.
Defines what a salary is, explains how employers determine pay, and outlines the importance of market research and self-assessment (including developing your BATNA) as you prepare for salary negotiations.
Details the step-by-step process during the actual negotiation—from managing initial offers and counteroffers to asking clarifying questions and negotiating both salary and benefits.