| Description |
ix, 195 pages ; 25 cm |
| Bibliography |
Includes bibliographical references (page 189) and index. |
| Contents |
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 -- 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 passion ; Interview FAQ -- Special topic: gender and racial bias in job negotiations -- 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 -- The actual negotiation : Justifying offers and the fairness game ; Trade-offs and concessions ; Using a trade-off matrix to analyze what to trade : Information sharing : Comparing 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 -- 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 : Negotiating via E-mail: you may need to do this, so do it right : Communication bandwidth : Advantages of E-mail ; Disadvantages of E-mail ; Strategies for success with E-mail ; Top 10 rules for E-mail success -- Headhunters : How headhunters work ; The downside to agent use ; Managing your headhunter relationship -- 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 ; Special circumstance 2: Family businesses ; Special circumstance 3: Cross-cultural negotiations ; Does culture matter? ; A closer look at specific cultural divides ; The language barrier ; Cross-cultural negotiations summary -- 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 ; The top 10 most important things to remember. |
| Summary |
"Business people are overwhelmingly preoccupied with learning how to handle job negotiations, and for good reason. Although such negotiations are intimidating, they are incredibly important to one's career--and by extension, one's life. Be that as it may, too many wait for offers to come and accept them essentially as is. Fortunately, there is an alternative."--Inside flap. |
| Subject |
Employment interviewing.
|
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Job offers.
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Employee fringe benefits.
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Wages.
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Negotiation in business.
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Employee fringe benefits. (OCoLC)fst00908971
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Employment interviewing. (OCoLC)fst00909369
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Job offers. (OCoLC)fst00983716
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Negotiation in business. (OCoLC)fst01035573
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Wages. (OCoLC)fst01169492
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| Added Author |
Naquin, Charles E.
|
| ISBN |
9780313395840 (pbk. ; alk. paper) |
|
0313395845 (pbk. ; alk. paper) |
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9780313395857 (ebook) |
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0313395853 (ebook) |
|
