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Robin L. Pinkley 作者

St. Martin's Griffin

译者

2003-3-1 出版日期

208 页数

USD 15.95 价格

Pap

丛书系列

9780312302696 图书编码

Get Paid What You're Worth 在线电子书图书标签: management Salary Persuasion Negotiation Business Asset

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发表于2024-07-01

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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 --This text refers to an out of print or unavailable edition of this title.

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