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

Robin L. Pinkley, Gregory B. Northcraft

Macmillan, 2003 - Business & Economics - 208 pages

In Get Paid What You're Worth, Robin L. Pinkley and Greogry B. Northcraft tell you how you can 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.

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

About the author

Robin L. Pinkley is Chairman of Organizational Behavior and Business 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 of Organizational Behavior: A Management Challenge and the current editor of the Academy of Management Journal.

Bibliographic information

• Title: Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation
• Authors: Robin L. Pinkley, Gregory B. Northcraft
• Edition: revised
• Publisher: Macmillan, 2003
• ISBN: 031230269X, 9780312302696
• Length: 208 pages
• Subjects: Business & Economics / Careers / General; Business & Economics / General; Business & Economics / Labor / Wages & Compensation; Business & Economics / Motivational; Business & Economics / Negotiating; Self-Help / Personal Growth / Success