The Essentials of Job Negotiations

The Essentials of Job Negotiations

Proven Strategies for Getting What You Want

Book - 2011
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ABC-CLIO

Negotiating job packages is one of the trickiest tasks most people face in their professional lives—and everybody wants to know how to do it better. Filled with solid, accessible, research-backed advice, this book counters myths about job negotiations and maps the way to success.


Negotiating job packages is one of the trickiest tasks most people face in their professional lives—and everybody wants to know how to do it better. Filled with solid, accessible, research-backed advice, this book counters myths about job negotiations and maps the way to success.


• Specific tips and strategies at the end of each chapter

• More than 50 true stories that illustrate the art of negotiating job offers

• Worksheets for planning priorities and understanding the other side's objectives before negotiating, analyzing how to propose various issues in the negotiation, and comparing multiple offers

• A table on detecting lies

• A list of the top 10 "don'ts" for negotiation



Book News
Drawing on insights from psychology and organizational behavior, this guide for general readers busts common myths about negotiation and outlines mistakes to avoid. It covers the entire job negotiation process, from preparing for the negotiation and making a good impression at the interview, to elements of the actual negotiation, such as trade-offs and concessions and the psychology of persuasion. Useful tools include a trade-off matrix and a rating system for comparing multiple offers. There is also advice on negotiation by e-mail, working with headhunters, and special situations like current unemployment, negotiation with family businesses, and cross-cultural negotiations. Appendices offer a planning worksheet, a list of issues to consider when negotiating for a job, and links for online salary information. Kurtzberg teaches at Rutgers Business School Newark. Naquin teaches at DePaul University's Kellstadt Graduate School of Business. Annotation ©2011 Book News, Inc., Portland, OR (booknews.com)

Publisher: Santa Barbara, Calif. : Praeger, c2011
Description: ix, 195 p. ; 25 cm
ISBN: 9780313395840
0313395845
Branch Call Number: 650.14 Kur
Additional Contributors: Naquin, Charles E.

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