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Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation Paperback – March 1, 2003


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Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation + Negotiating Your Salary: How To Make $1000 a Minute + Perfect Phrases for Negotiating Salary and Job Offers: Hundreds of Ready-to-Use Phrases to Help You Get the Best Possible Salary, Perks or Promotion (Perfect Phrases Series)
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Product Details

  • Paperback: 208 pages
  • Publisher: St. Martin's Griffin; First Edition edition (March 1, 2003)
  • Language: English
  • ISBN-10: 031230269X
  • ISBN-13: 978-0312302696
  • Product Dimensions: 8.4 x 5.5 x 0.6 inches
  • Shipping Weight: 5.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (17 customer reviews)
  • Amazon Best Sellers Rank: #649,732 in Books (See Top 100 in Books)

Editorial Reviews

From Booklist

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.

Review

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

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Customer Reviews

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She is FULL of energy and very knowledgeable in her field.
Robert Embree
Northcraft and Pinkley are smart, down-to-earth negotiators who show you how you can do your best to negotiate the best salary you can get.
S. B. Hill
Anyone looking to improve their negotiation skill for any purpose can learn plenty from this book.
Paul Lubbers

Most Helpful Customer Reviews

19 of 23 people found the following review helpful By A Customer on March 22, 2000
Format: Hardcover
I am an experienced vice-president in a fortune 100 company and a seasoned negotiator. I have read numerous books on negotiation and several books which deal specifically with negotiating salary and compensation, as well as, attended several top negotiation training seminars. No other book or training program helped me to renegotiate my current salary and compensation as much as this book did. Following the strategies the authors provided, I was able to improve my title and increase my salary by 25% ,as well as, obtain additional perks. If my experience does not prove how great this book is, I don't know what will.
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15 of 18 people found the following review helpful By A Customer on March 23, 2000
Format: Hardcover
As an executive for one of the world's leading senior level search firms, I am reminded on a daily basis of the importance of the information and processes depicted by Pinkley and Northcraft. Ones abilities and tact in negotiating will set the stage for his/her career with an employer. This book does a great job of laying out the processes and philosophies necessary for use at any level. In this industry, we see and visit with so many who have obviously not taken the time to study this topic. Accordingly, they allow the process to drive them leaving vast amounts of perceptual and real dollar value on the table. I highly recommend the book for preparing yourself for current and/or future yet unknown opportunities.
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8 of 9 people found the following review helpful By A Customer on March 10, 2000
Format: Hardcover
Pinkley and Northcraft share the insight they've acquired through research on how employers positively view candidates who negotiate professionally at the start of a position and the difference this can make professionally and financially over the long run. I like the practical tips this books has to offer that I would of never considered negotiating (i.e. student loans)as well as the web sites and resources it references. I also thought the book was very easy to read and offered concrete scenarios and negotiation situations to get the points across.This book made me aware of the importance of negotiating a salary when starting a new position, but also that it's possible to negotiate a salary at any time in a job. I was able to successfully negotiate my title and salary by $10,000 by being informed of "my worth."
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2 of 2 people found the following review helpful By A Customer on March 1, 2000
Format: Hardcover
Great Book! An easy to read book that provides very practical advice for negotiating compensation. Instead of relying on the same old stuff, this book provides information that was proven to be effective. It also incorporates the feedback of an advisory panel of recruiters who deal with these issues everyday. The common misconceptions and pitfalls information was very valuable.
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4 of 5 people found the following review helpful By A Customer on March 3, 2001
Format: Hardcover
I know Prof. Northcraft, and I took his course here at University of Illinois. It was WELL WORTH it, as much as the book was too!
I respectfully disagree with the previous reviewer that claimed the book was written by academics with "no negotiating experience." Prof. Northcraft has completed negotiation processes for many small to large corporations, including Disney and many others.
The book is concise, yet practical. The book makes great headway in setting the reader on a pathway to becoming a good negotiator, as much as, if not better than a speech communication book makes a person a good communicator. The reader has to apply and practice the concepts for the skills to become most effective.
A must buy for college grads!
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4 of 5 people found the following review helpful By A Customer on April 5, 2000
Format: Hardcover
This is an excellent book that provides useful tips to increase your total compensation. The book helps not only for a job offer, but provides guidance for salary reviews or new positions within the same company.
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6 of 8 people found the following review helpful By S. B. Hill on June 11, 2001
Format: Hardcover
This is a must-read for anyone looking for a job or seeking to make the money they deserve in the job they already have. Northcraft and Pinkley are smart, down-to-earth negotiators who show you how you can do your best to negotiate the best salary you can get. Those out of work will gain strength and self-pride from this book, despite their situation -- perhaps the most important help the book offers, in the end!
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3 of 4 people found the following review helpful By Paul Lubbers on November 25, 2003
Format: Hardcover
My first interaction with this text was in 2000 attending Prof. Northcraft's class at the University of Illinois. This was easily the most influential class I experienced as a graduate student, thus I am obviously a little biased as a reviewer. However, now as a member of "Corporate America" I have recently revisited it, and have found the knowledge contained within to be indespensible to my current work. In a very easy-to-read and concise manner Prof. Northcraft gets to the heart of what one needs to succeed in negotiation. The discussion takes you beyond broad-brush theory and focuses on some concrete strategies that can elevate your skill as a negotiator.
My only complaint is the title. This book can help the reader with much more than negotiating a jucier bonus. Anyone looking to improve their negotiation skill for any purpose can learn plenty from this book.
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