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Product Description
Get Paid What Youre Worth: The Expert Negotiators Guide to Salary and Compensation (9780312302696): Robin L. Pinkley, Gregory B. Northcraft: Books. Books on how to negotiate often recommend couching arguments in win-win terms. In other words, demonstrate the mutual benefits of your case. When it comes to negotiating salaries, though, many assume this tactic to be less applicable. Pinkley and Northcraft argue otherwise. Pinkley is a professor of organizational behavior at Southern Methodist University, and Northcraft is a professor of business administration at the University of Illinois. They note that 50 percent of prospective employees accept job offers without the benefit of negotiation. The authors explain which job issues can be negotiated and advise how to prepare for and conduct a negotiation and how to close the deal. A tactic they recommend is expanding the pie to claim more value for yourself, thereby helping the other side want what [you have to offer]. Pinkley and Northcraft include specific tips and helpful examples throughout. They also advise ways to respond to various offers and warn of speed bumps and deal killers. David Rouse
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