Bibliograph

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

Type

Label

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

Language

eng

Bibliography note

Includes bibliographical references (page [189]) and index

Index

index present

Literary Form

non fiction

Main title

The essentials of job negotiations

Nature of contents

bibliography

Responsibility statement

Terri R. Kurtzberg and Charles E. Naquin

Sub title

proven strategies for getting what you want

Summary

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)

Classification