This chapter illustrates the techniques described in this book, by taking some common negotiating scenarios and discussing how you might tackle them. Only by considering real-life scenarios will the value of the techniques described here be fully revealed. In addition, these scenarios are important situations which you may well be able to exploit in your personal and professional lives.

Negotiating a pay rise


If your organisation has an annual pay round, you shouldn’t leave your preparations until the time for pay rise decisions is bearing down on you. You should start thinking about your next pay rise as soon as the last pay ...

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