Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation

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Macmillan, Mar 1, 2003 - Business & Economics - 208 pages
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Begin getting paid what you're worth---today!

Couldn't you use more money? Whether you're entering the workforce for the first time, making a job change, or seeking better compensation for your contributions, Robin L. Pinkley and Gregory B. Northcraft will guide you step-by-step toward getting exactly what you deserve.

- Learn why there may be more money available for you than you think.
- Get the confidence to turn your strategic thinking into specific action.
- Benefit from a panel of negotiations experts and their decades of experience.

Applicants who negotiate job offers receive salaries and benefits of significantly more value than those who do not. And the compensation package you negotiate today will affect all your future job offers. Shouldn't it be the best that it can be? Get Paid What You're Worth is the handbook you need to successfully navigate the business of negotiation.

 

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Contents

If You Want It Youd Better Negotiate for It
1
Before You Receive an Offer Building a Foundation for Success
13
Getting the Offer First Steps
37
Survival Skill 1 Expanding the Pie
51
Survival Skill 2 Claiming Value
73
Responding to Offers
83
Speed Bumps and Other Deal Killers
101
Closing the Deal
121
Tales from the Hiring Line Lessons Learned from Job Applicants and Employers
129
Final Thoughts
167
Endnotes
181
About the Authors
183
Index
185
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About the author (2003)

Robin L. Pinkley is Chairman of Organizational Behavior and Busines Policy for the Cox School of Business at Southern Methodist University, as well as the Director of the American Airlines center for Labor Relations and Dispute Resolution.

Gregory B. Northcraft is a professor of Business Administration and Labor and Industrial Relations at the University of Illinois. He has consulted for such corporations as Hewlett-Packard, Motorola, and Walt Disney World. He is coauthor ofOrganizational Behavior: A Management Challenge and the current editor of the Academy of Management Journal.

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