The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates:

• Don't underestimate the importance of likability.
  
• Help prospective employers understand why you deserve what you're requesting.
  
• Make it clear that they can get you.
  
• Understand the person across the table from you.
  
• Understand his or her constraints.
  
• Be prepared for tough questions.
  
• Focus on the questioner's intent, not on the question.
  
• Consider the whole deal.
  
• Negotiate multiple issues simultaneously, not serially.
  
• Don't negotiate just for the sake of negotiating (a pitfall for recent MBA graduates).
  
• Think through the timing of offers.
  
• Avoid, ignore, or downplay ultimatums.
  
• Remember that your interviewer isn't out to get you.
  
• Stay at the table.
  
• Maintain a sense of perspective.