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…mehr
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.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
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.
Inhaltsangabe
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 Passion Interview 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 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 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-mail Disadvantages 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 Businesses Family 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 Appendix C: Online Salary Information Index
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 Passion Interview 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 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 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-mail Disadvantages 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 Businesses Family 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 Appendix C: Online Salary Information Index
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