The Essentials of Job Negotiations: Proven Strategies for Getting What You Want

by Terri R. Kurtzberg, Charles E. Naquin

Overview

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.

Product Details

ISBN-13:	9780313395840
Publisher:	Bloomsbury Academic
Publication date:	09/12/2011
Pages:	208
Product dimensions:	6.10(w) x 9.30(h) x 0.90(d)

About the Author

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.

Table of Contents

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

What People are Saying About This

Max H. Bazerman

"Kurtzberg and Naquin's analysis of what you need to think about before your next job negotiation if the most thorough compellation in existence. The advice is based on research, is practical, and you can implement this advice. Don't go into your next job negotiation without it!"

Farrokh Langdana

"This volume expertly synthesizes very practical and hard-hitting information with cutting-edge theory. All those planning to negotiate (in the U.S. or globally) and all those planning on teaching and studying the art and science of Negotiations, will realize that they finally have the book that they have been waiting for! In fact, all those planning serious negotiations will ignore this book at their peril."

Jamila Bilimoria

"I don't think I am a good negotiator and so I wanted to read the book for personal gains. The book was quite helpful. I liked that it provided step by step instructions and gave a break down of the process from interviewing to negotiating successfully. The tips after each section were great because it was a nice way to capture the information and summarize it. Also, I could refer to the tips again without having to reread whole sections. As I was reading chapter three, I thought to myself, 'I wish someone had told me this earlier; I wouldn't have made the interview gaffes that I did by disclosing my salary expectations.' When I read chapter five, the tips were actually relevant to any situation where communication is required—I could apply them to my present job too! Thus, I found a lot of the tips beneficial and useful, not just for salary negotiating, but also in everyday life."

K.A. Kumar

"A brilliant and compelling book on all aspects of job negotiation. The stepwise treatment of the subject should help everyone from a fresh graduate looking for their first job to the experienced professional. The book also covers the newer aspects like e-mail negotiation while at the same time covers the tougher task of negotiating through headhunters. Definitely a must-read for effective job negotiation."

Adnan M. Pasha

"It is definitely a very well-written book, and I enjoyed every word of it. It covers A to Z of job negotiations and I cannot think of any topic which was not addressed in this book. I have 15 years of experience and have been involved in several hiring and other HR decisions and this book surely covers it all. I have not seen any other literature covering these important topics which are so vital in job negotiation process, especially in this age and time."

Jennifer Mueller

"Salary negotiations determine our standard of living as well as satisfaction and feeling of fairness with employers, things which most people care deeply about. Yet, this is the first book which focuses on salary negotiations while combining practical strategies with cutting-edge research, teaching people how to turn complicated research into dollar signs. For example, students in my class stated that this book helped them improve their salary by as much as 20 thousand dollars!"