Essentials of Job Negotiations

Proven Strategies for Getting What You Want

Inbunden, Engelska, 2011

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Beskrivning

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.Job negotiations can influence one's income, lifestyle, and even relationships. Based on over 50 years of research in social psychology, decision making, organizational behavior, and negotiations, The Essentials of Job Negotiations: Proven Strategies for Getting What You Want is full of actionable information that will help readers master the job-negotiation process from start to finish.This book covers all aspects of job negotiation from interviewing to planning for the negotiation to the actual negotiation dance and the employee-employer relationship that results. Special attention is given to the arts of communication and persuasion to help readers strengthen the ways they present ideas and increase the likelihood of success. Each chapter tackles a different aspect of the job-negotiation process, providing practical tips and true stories and explaining the psychological science behind why certain behaviors work while others don't. Throughout, negotiation theory is integrated with real-life experiences to make the concepts easily accessible.

Produktinformation

Utgivningsdatum:2011-09-12
Mått:156 x 235 x 16 mm
Vikt:1 247 g
Format:Inbunden
Språk:Engelska
Antal sidor:208
Förlag:Bloomsbury Publishing Plc
ISBN:9780313395840

Utforska kategorier

Karriärplanering inom Ekonomi och Ledarskap

Mer om författaren

Terri R. Kurtzberg, PhD, is associate professor of management and global business at the Rutgers Business School.Charles E. Naquin, PhD, is associate professor of management at DePaul's Kellstadt Graduate School of Business, Chicago, IL, where he teaches negotiations and organizational behavior.

Innehållsförteckning

Introduction: Fears and FalsehoodsWhy You Should Give Your Best to THIS Negotiation (Why You Need This Book)The Big Myths to Overcome: The Six FalsehoodsOverview of the BookONE: Behind-the-Scenes Preparation: Before You Even Walk in the Door"Gut-Feel" Reactions versus Proactive PlanningWhat Does the Company Want, Generally Speaking?Preparing Yourself: Emotions at the TablePreparation FAQSummaryTWO: Impression Management: Working the InterviewA Good Mind-setWhat Are Interviewers Looking For?Making a Good ImpressionThe Value of Interview ExperienceAsking Good Questions to Demonstrate Your PassionInterview FAQSpecial Topic: Gender and Racial Bias in Job NegotiationsSummaryTHREE: Beginning the Negotiation: When to Start, and When Not ToGetting a Written OfferWhy You Don't Want to State the First NumberAnchoring against Your Own Best InterestsAvoiding the Salary Conversation, SpecificallyShould You Always Let Them Make the First Offer?Pre-Negotiation/Pre-Offer FAQSummaryFOUR: The Actual NegotiationJustifying Offers and the Fairness GameTrade-offs and ConcessionsUsing a Trade-off Matrix to Analyze What to TradeInformation SharingComparing Multiple Offers: Using the Offer Rating SystemUsing Other Offers as a SpringboardContingency CounteroffersThe Top 10 Don'ts: Common Mistakes and How to Avoid ThemSummaryFIVE: Powerful CommunicationThe Curse of Knowledge: Do You Really Understand What I'm Saying?Cialdini's Psychology of PersuasionPowerful versus Powerless: Communicating UpListening SkillsThree Additional Tips for Effective Communication in Job NegotiationsSummarySix: Negotiating via E-mail: You May Need to Do This, So Do It RightCommunication BandwidthAdvantages of E-mailDisadvantages of E-mailStrategies for Success with E-mailTop 10 Rules for E-mail SuccessSummarySeven: HeadhuntersHow Headhunters WorkThe Downside to Agent UseManaging Your Headhunter RelationshipSummaryEight: Special Circumstances: Bad Economies, Family Businesses, and Cross-Cultural NegotiationsSpecial Circumstance 1: Strategies for Poor Economic TimesFour Strategies: Adding/Trading Issues, Anchoring, Justifying, and ContingencyNegotiating from a Position of Unemployment or UnderemploymentPoor Economic Times SummarySpecial Circumstance 2: Family BusinessesFamily Business SummarySpecial Circumstance 3: Cross-Cultural NegotiationsDoes Culture Matter?A Closer Look at Specific Cultural DividesThe Language BarrierCross-Cultural Negotiations SummaryNine: After the Deal: What's Next?Situation 1: RaisesSituation 2: Advanced Degrees and CertificationsSituation 3: The Next Job NegotiationSituation 4: Withdrawn OffersSituation 5: The Changing DealSummaryTen: The Top 10 Most Important Things to RememberAppendix A: Planning Table: The Seven Key Insights for Effective PlanningAppendix B: Potential IssuesAppendix C: Online Salary InformationIndex