Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation - Hardcover

Pinkley, Robin L.; Northcraft, Gregory B.

 
9780312242541: Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation
Hardcover
ISBN 10: 0312242549 ISBN 13: 9780312242541
Verlag: St. Martin's Press, 2000

Inhaltsangabe

Begin getting paid what you're worth-today!

-Learn why there may be more money available for you than you think
-Find out how to "expand the pie" so you earn higher compensation
-Get the confidence to turn your strategic thinking into specific action
-Benefit from a panel of negotiations experts and their decades of experience

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Über die Autorin bzw. den Autor

Robin L. Pinkley is Chairman of Organizational Behavior and Business Policy for the Cox School of Business at Southern Methodist University, as well as the Director of the American Airlines Center for Labor Relations and Dispute Resolution.

Gregory B. Northcraft is a professor of Business Administration and Labor and Industrial Relations at the University of Illinois. He has consulted for such corporations as Hewlett-Packard, Motorola, and Walt Disney World. He is coauthor of Organizational Behavior: A Management Challenge and currently editor of the Academy of Management Journal.

Rezensionen

Books on how to negotiate often recommend couching arguments in "win-win" terms. In other words, demonstrate the mutual benefits of your case. When it comes to negotiating salaries, though, many assume this tactic to be less applicable. Pinkley and Northcraft argue otherwise. Pinkley is a professor of organizational behavior at Southern Methodist University, and Northcraft is a professor of business administration at the University of Illinois. They note that 50 percent of prospective employees accept job offers without the benefit of negotiation. The authors explain which job issues can be negotiated and advise how to prepare for and conduct a negotiation and how to close the deal. A tactic they recommend is "expanding the pie" to claim more value for yourself, thereby "helping the other side want what [you have to offer]." Pinkley and Northcraft include specific tips and helpful examples throughout. They also advise ways to respond to various offers and warn of "speed bumps" and "deal killers." David Rouse

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Verlag
St. Martin's Press
Erscheinungsdatum
2000
Sprache
Englisch
ISBN 10 
0312242549
ISBN 13 
9780312242541
Einband
Gebundene Ausgabe
Anzahl der Seiten
208
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Nicht verfügbar

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Vorgestellte Ausgabe

ISBN 10:  031230269X ISBN 13:  9780312302696
Verlag: St. Martins Press-3PL, 2003
Softcover