The essentials of job negotiations : proven strategies for getting what you want / Terri R. Kurtzberg and Charles E. Naquin.

Format:

Book

Author/Creator:

Kurtzberg, Terri R.

Contributor:

Naquin, Charles E.

Language:

English

Subjects (All):

Employment interviewing.

Job offers.

Employee fringe benefits.

Wages.

Negotiation in business.

Physical Description:

1 online resource (208 p.)

Distribution:

London : Bloomsbury Publishing, 2024

Place of Publication:

Santa Barbara, Calif. : Praeger, c2011.

Language Note:

English

System Details:

Mode of access: World Wide Web.

Summary:

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.

Contents:

Cover; Contents; INTRODUCTION: Fears and Falsehoods; Why You Should Give Your Best to THIS Negotiation (Why You Need This Book); The Big Myths to Overcome: The Six Falsehoods; Overview of the Book; ONE: Behind-the-Scenes Preparation: Before You Even Walk in the Door; "Gut-Feel" Reactions versus Proactive Planning; What Does the Company Want, Generally Speaking?; Preparing Yourself: Emotions at the Table; Preparation FAQ; Summary; TWO: Impression Management: Working the Interview; A Good Mind-set; What Are Interviewers Looking For?; Making a Good Impression; The Value of Interview Experience

Asking Good Questions to Demonstrate Your PassionInterview FAQ; Special Topic: Gender and Racial Bias in Job Negotiations; Summary; THREE: Beginning the Negotiation: When to Start, and When Not To; Getting a Written Offer; Why You Don't Want to State the First Number; Anchoring against Your Own Best Interests; Avoiding the Salary Conversation, Specifically; Should You Always Let Them Make the First Offer?; Pre-Negotiation/Pre-Offer FAQ; Summary; FOUR: The Actual Negotiation; Justifying Offers and the Fairness Game; Trade-offs and Concessions; Using a Trade-off Matrix to Analyze What to Trade

Information SharingComparing Multiple Offers: Using the Offer Rating System; Using Other Offers as a Springboard; Contingency Counteroffers; The Top 10 Don'ts: Common Mistakes and How to Avoid Them; Summary; FIVE: Powerful Communication; The Curse of Knowledge: Do You Really Understand What I'm Saying?; Cialdini's Psychology of Persuasion; Powerful versus Powerless: Communicating Up; Listening Skills; Three Additional Tips for Effective Communication in Job Negotiations; Summary; SIX: Negotiating via E-mail: You May Need to Do This, So Do It Right; Communication Bandwidth

Advantages of E-mailDisadvantages of E-mail; Strategies for Success with E-mail; Top 10 Rules for E-mail Success; Summary; SEVEN: Headhunters; How Headhunters Work; The Downside to Agent Use; Managing Your Headhunter Relationship; Summary; EIGHT: Special Circumstances: Bad Economies, Family Businesses, and Cross-Cultural Negotiations; Special Circumstance 1: Strategies for Poor Economic Times; Four Strategies: Adding/Trading Issues, Anchoring, Justifying, and Contingency; Negotiating from a Position of Unemployment or Underemployment; Poor Economic Times Summary

Special Circumstance 2: Family BusinessesFamily Business Summary; Special Circumstance 3: Cross-Cultural Negotiations; Does Culture Matter?; A Closer Look at Specific Cultural Divides; The Language Barrier; Cross-Cultural Negotiations Summary; NINE: After the Deal: What's Next?; Situation 1: Raises; Situation 2: Advanced Degrees and Certifications; Situation 3: The Next Job Negotiation; Situation 4: Withdrawn Offers; Situation 5: The Changing Deal; Summary; TEN: The Top 10 Most Important Things to Remember; Appendix A: Planning Table: The Seven Key Insights for Effective Planning

Appendix B: Potential Issues

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

ISBN:

9798400647437

9786613255624

9781283255622

1283255626

9780313395857

0313395853

OCLC:

755413494