Dealonomics

CONTENTS

About the author

Acknowledgements

1 WHAT IN THE WORLD IS HAPPENING TO OUR MONEY?

1. The Economic State of Nations

2. Human Economics Follow Global Economics

3. The Human Face of Supply and Demand

4. Salaryman versus the Greedy Wolves of Wall Street

5. Salaryman Sells Out (or Buys into the Bull of Being Expendable)

6. Good Performers, Bad Performers (or Who Wins the Prize?)

7. What Secrets do the World’s Richest People Hold?

8. A Life Lesson from a Fairy Godmother

9. The Laws Governing More Money

2 THE LAWS OF MORE (OR FIRST STEPS FIRST)

1. Sutton’s Law (or How to Find the Money)

2. The Golden Rule (or He who Has the Gold Makes the Decision)

3. The Law of Fair Play (or Maybe You Are the Problem)

4. The Law of First Impressions (or How to Market Product You)

5. Ford’s Rule and Ford’s Anti-Rule (or What Chance Do I Have in the Real World?)

6. The Dealmaker Definition (or What Will Make Me a Dealmaker?)

7. The Rules of Negotiating and Selling (or Anyone Can Negotiate and Persuade)

8. Rational Choice Theory (or The Value in Having Choices)

9. The Decree of Dealonomics (or The Nuts in a Nutshell)

3 THE POWER AND THE PLANNING

1. Building Power in Your House

2. Information Is the Key to the Door

3. Push the Door Open with Questions

4. Listening Lets You into the Bedroom

5. Networks Get you Invited to the Party

6. How to Value You

7. What Are You Worth in the Marketplace?

4 PLANNING WHAT YOU WANT

1. Understand Value for Value

2. The Difference between Value and Cost

3. Value Propositions Are King

4. Plan to Get What You Want

5. Determine Your Strategy

6. Define Your Ball Park

7. What You Need versus What You Want

8. Business Needs = The Other Person’s Key Issues

9. Personal Wants = The Other Person’s Secondary Issues

5 FACE-TO-FACE FACTORS

1. Start by Setting the Scene

2. Who Should Make the First Proposal?

3. Where Should You Pitch Your First Proposal?

4. How Should You Pitch Your Proposal?

5. How Should You Receive Proposals?

6. The Power of Giving Information

7. Proposals that Suit the Other Personality

6 THE END OF THE GAME

1. Time to Close the Deal

2. Dealing with Rejection

3. When they Say No

4. Deadlock Does Not Have to Mean the End

5. When Should You Walk Away?

7 DEALONOMICS AND YOUR WORLD

7.1. LOOKING FOR A NEW POSITION

1. Test Your Worth in the Market

2. Stand Out from the Crowd

3. Time to Sell Yourself

4. Time to Negotiate

5. The Recruitment-agency Factor

7.2. YOUR SHINY FIRST JOB

1. The Cost of Not Negotiating

2. Selling Yourself

3. Big, Scary Bosses

4. The Big Interview

5. Choosing the Best Approach

6. Work Your Fan Club

7.3. GETTING A HIGHER SALARY OR PROMOTION

1. Applying the Same Rules

2. Why Is It So Difficult to Get an Increase or a Promotion?

3. How to Get that Increase or Promotion

4. Games Companies Play

7.4. CLOSING THE DEAL AS AN ENTREPRENEUR

1. Applying the Same Rules

2. Dealing with the Cat among the Pigeons

3. Does the Customer Hold All the Power?

4. Giving Away to Win Business

5. Winning Business and Walking Away from It

7.5. WOMEN AND THEIR SALARY WOES

1. Are Women Paid What They Deserve?

2. Women Value themselves by Their Self-esteem

3. Women Do Not Always Know How Much they Are Worth

4. Women Calculate Value as Part of a Bigger Picture

5. Ways to Prove Your Worth

7.6. STAY-AT-HOME MOMS AND DADDY DAY-CARERS

1. Should You Earn a Salary or Get Housekeeping Money?

2. Do You Know What Your Housekeeping Costs?

3. Do You Know How Much No Salary Costs?

4. How Do You Make Your House Salary a Reality?

7.7. LIFE AS A CIVIL SERVANT

1. Pay Grades Are Not a Myth in Government

2. How to Earn the Most You Can

3. Moving from Government to Big Business

8 EVERYTHING YOU WANT TO KNOW IN A NUTSHELL