The Essentials of Job Negotiations: Proven Strategies for Getting What You Want PDF
Preview The Essentials of Job Negotiations: Proven Strategies for Getting What You Want
The Essentials of Job Negotiations This page intentionally left blank The Essentials of Job Negotiations Proven Strategies for Getting What You Want Terri R. Kurtzberg and Charles E. Naquin Copyright2011byTerriR.KurtzbergandCharlesE.Naquin Allrightsreserved.Nopartofthispublicationmaybereproduced,storedinaretrieval system,ortransmitted,inanyformorbyanymeans,electronic,mechanical, photocopying,recording,orotherwise,exceptfortheinclusionofbriefquotationsina review,withoutpriorpermissioninwritingfromthepublisher. LibraryofCongressCataloging-in-PublicationData Kurtzberg,TerriR. Theessentialsofjobnegotiations:provenstrategiesforgettingwhatyouwant/TerriR. KurtzbergandCharlesE.Naquin. p.cm. Includesbibliographicalreferencesandindex. ISBN978–0–313–39584–0(pbk.:alk.paper)—ISBN978–0–313–39585–7(ebook) 1. Employmentinterviewing.2. Joboffers.3. Employeefringebenefits.4. Wages. 5. Negotiationinbusiness. I.Naquin,CharlesE.II.Title. HF5549.5.I6K87 2011 650.1404—dc23 2011030902 ISBN:978–0–313–39584–0 EISBN:978–0–313–39585–7 15 14 13 12 11 1 2 3 4 5 ThisbookisalsoavailableontheWorldWideWebasaneBook. Visitwww.abc-clio.comfordetails. Praeger AnImprintofABC-CLIO,LLC ABC-CLIO,LLC 130CremonaDrive,P.O.Box1911 SantaBarbara,California93116-1911 Thisbookisprintedonacid-freepaper ManufacturedintheUnitedStatesofAmerica Toour students,whoinspiredusand tirelessly sharedtheirstories withus, andtoour families, whogaveusthe time tomakethis booka reality. This page intentionally left blank Contents INTRODUCTION: Fearsand Falsehoods 1 WhyYouShouldGiveYour Best toTHISNegotiation (WhyYouNeed ThisBook) 1 The BigMythstoOvercome:The SixFalsehoods 2 Overviewofthe Book 7 ONE: Behind-the-Scenes Preparation:BeforeYouEven Walk intheDoor 9 “Gut-Feel” Reactionsversus ProactivePlanning 10 WhatDoes theCompanyWant, GenerallySpeaking? 17 PreparingYourself:Emotions atthe Table 20 PreparationFAQ 22 Summary 27 TWO: ImpressionManagement:WorkingtheInterview 29 A GoodMind-set 30 WhatAre Interviewers LookingFor? 31 Makinga Good Impression 32 The ValueofInterview Experience 37 AskingGood QuestionstoDemonstrate YourPassion 38 InterviewFAQ 40 SpecialTopic:Genderand Racial Bias inJob Negotiations 44 Summary 47 viii Contents THREE: BeginningtheNegotiation:WhentoStart,andWhenNotTo 51 GettingaWritten Offer 51 WhyYouDon’tWant toStatetheFirstNumber 54 AnchoringagainstYour OwnBest Interests 57 AvoidingtheSalary Conversation,Specifically 58 ShouldYouAlwaysLetThem Make theFirstOffer? 60 Pre-Negotiation/Pre-Offer FAQ 61 Summary 68 FOUR:The Actual Negotiation 70 JustifyingOffers andthe FairnessGame 70 Trade-offsand Concessions 74 Usinga Trade-offMatrixtoAnalyze WhattoTrade 76 InformationSharing 79 ComparingMultipleOffers:Using theOffer RatingSystem 81 UsingOther Offers as aSpringboard 84 Contingency Counteroffers 86 TheTop10Don’ts: CommonMistakesandHow toAvoidThem 87 Summary 89 FIVE: PowerfulCommunication 92 TheCurse ofKnowledge:Do YouReally UnderstandWhatI’m Saying? 93 Cialdini’sPsychologyofPersuasion 94 PowerfulversusPowerless: CommunicatingUp 101 ListeningSkills 104 ThreeAdditionalTipsforEffectiveCommunication inJob Negotiations 108 Summary 110 SIX:NegotiatingviaE-mail: YouMayNeedtoDo This, SoDoIt Right 113 CommunicationBandwidth 113 AdvantagesofE-mail 115 Disadvantages ofE-mail 117 StrategiesforSuccess withE-mail 123 Top10 Rulesfor E-mailSuccess 125 Summary 127 SEVEN:Headhunters 130 HowHeadhuntersWork 130 TheDownside toAgentUse 134 Contents ix ManagingYour HeadhunterRelationship 140 Summary 144 EIGHT: SpecialCircumstances: Bad Economies,Family Businesses,andCross-Cultural Negotiations 145 SpecialCircumstance1:Strategiesfor PoorEconomicTimes 145 FourStrategies: Adding/Trading Issues,Anchoring, Justifying,and Contingency 146 Negotiatingfroma PositionofUnemployment orUnderemployment 150 PoorEconomic TimesSummary 153 SpecialCircumstance2:FamilyBusinesses 153 FamilyBusinessSummary 157 SpecialCircumstance3:Cross-Cultural Negotiations 157 DoesCulture Matter? 158 A Closer Lookat Specific CulturalDivides 159 The LanguageBarrier 160 Cross-CulturalNegotiations Summary 161 NINE:After theDeal:What’s Next? 164 Situation1:Raises 164 Situation2:AdvancedDegrees and Certifications 169 Situation3:The NextJob Negotiation 170 Situation4:WithdrawnOffers 173 Situation5:The ChangingDeal 174 Summary 177 TEN: The Top10 MostImportantThingstoRemember 179 Appendix A:PlanningTable: TheSeven Key Insights forEffectivePlanning 185 Appendix B:PotentialIssues 187 Appendix C:OnlineSalary Information 189 Index 191
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