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

by Robin L. Pinkley and Gregory B. Northcraft

• ISBN13: 9780312242541
• ISBN10: 0312242549
• Edition: 1st
• Format: Trade Book
• Copyright: 2000-03-09
• Publisher: St. Martin's Press

Summary

Begin getting paid what you're worth-today!Learn why there may be more money available for you than you thinkFind out how to "expand the pie" so you earn higher compensationGet the confidence to turn your strategic thinking into specific actionBenefit from a panel of negotiations experts and their decades of experience

Author Biography

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 currently editor of the Academy of Management Journal.

Table of Contents

"Get Paid What You're Worth is a simple way to understand not only how to negotiate, but why. I used these preparation and negotiation tactics to successfully raise both my salary offer and my signing bonus. If you're afraid to negotiate, either because you don't know how or you don't want to upset the other party, this book is for you!" --Lisa Anne Linke, consultant, Deloitte & Touche