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Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation (Paperback)

by Robin L. Pinkley (Author), Gregory B. Northcraft (Author) "Chris put down his Wall Street Journal and replaced it with A Tale of Two Cities, by Charles Dickens..." (more)
Key Phrases: fairness talk, exploding offer, preference sheet, Farpoint Gambit, Allied Products, Human Resources (more...)

4.4 out of 5 stars See all reviews (12 customer reviews)

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

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Product Details

Paperback: 208 pages
Publisher: St. Martin's Griffin (March 1, 2003)
Language: English
ISBN-10: 031230269X
ISBN-13: 978-0312302696
Product Dimensions: 8.1 x 5.4 x 0.6 inches
Shipping Weight: 5.6 ounces (View shipping rates and policies)

Average Customer Review: 4.4 out of 5 stars See all reviews (12 customer reviews)

Amazon.com Sales Rank: #172,070 in Books (See Bestsellers in Books)

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Inside This Book (learn more)

First Sentence:
Chris put down his Wall Street Journal and replaced it with A Tale of Two Cities, by Charles Dickens. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
fairness talk, exploding offer, preference sheet, fairness challenge, compatible issues, fixed pie, claiming value, talking walk, underlying interests, settlement options, final gap, moving expenses, signing bonus

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Farpoint Gambit, Allied Products, Human Resources, Web Site Address

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Books on Related Topics | Concordance | Text Stats

Citations (learn more)

This book cites 11 books:

A Tale of Two Cities (Signet Classics) by Charles Dickens on page 1
A Tale Of Two Cities by Charles Dickens on page 1
Occupational Outlook Handbook by U S Dept of Labor on page 27
Tale of Two Cities (Penguin Readers Level 6) by Dickens on page 1
Occupational Outlook Handbook 2002-2003 (Occupational Outlook Handbook (Jist Works)) by Us Department of Labor on page 27

See all 11 books this book cites

Books on Related Topics (learn more)

Breakthrough International Negotiation by Michael Watkins

Discusses:

The Blackwell Handbook of Mediation by Margaret S. Herrman

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Mediation Practice Book by Harry N. Mazadoorian

Discusses:

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	81% buy the item featured on this page: Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation 4.4 out of 5 stars (12) $12.44
	8% buy Secrets of Power Salary Negotiating: Inside Secrets from a Master Negotiator 5.0 out of 5 stars (3) $11.89
	6% buy Negotiating Your Salary: How to Make $1000 a Minute 4.7 out of 5 stars (32)
	3% buy Negotiating Your Salary 6th Ed 4.9 out of 5 stars (14) $10.85

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Customer Reviews

12 Reviews

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Average Customer Review

4.4 out of 5 stars (12 customer reviews)

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Most Helpful Customer Reviews

15 of 16 people found the following review helpful:

5.0 out of 5 stars WOW,these strategies really work!, March 22, 2000

By A Customer

This review is from: Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation (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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13 of 14 people found the following review helpful:

5.0 out of 5 stars A Comment From Industry, March 23, 2000

By A Customer

This review is from: Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation (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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7 of 7 people found the following review helpful:

5.0 out of 5 stars Worth the Read, March 10, 2000

By A Customer

This review is from: Get Paid What You're Worth: The Expert Negotiators' Guide to Salary and Compensation (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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Most Recent Customer Reviews

2.0 out of 5 stars Average book
Ok. I did not like this book that much but it has some good information inside. It just felt like a cheap knockoff of "How to make 1000 a minute" yet it still had some fresh... Read more

Published on September 13, 2005 by EU

5.0 out of 5 stars well worth the money
I was pleasantly surprised at what I got out of the book - it teaches you specific tactics, but the most valuable advice is to to develop a positive and win-win attitude towards... Read more

Published on April 20, 2005 by SW

5.0 out of 5 stars Excellent, Invaluable Tool
My first interaction with this text was in 2000 attending Prof. Northcraft's class at the University of Illinois. Read more

Published on November 25, 2003 by Paul Lubbers

5.0 out of 5 stars Must-read for all seeking new jobs!
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. Read more

Published on June 11, 2001 by S. B. Hill

5.0 out of 5 stars I Know The Professor
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! Read more

Published on March 4, 2001

5.0 out of 5 stars Simply useful
As a professor in a business school, I am often asked for negotiating advice from students. This book will make my life easier as I will keep a couple of copies on the shelf and... Read more

Published on May 30, 2000

5.0 out of 5 stars Great Insight
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... Read more

Published on April 5, 2000

5.0 out of 5 stars Excellent Content & Practical Advice
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... Read more

Published on March 1, 2000

1.0 out of 5 stars worth it?
negotiating to yes it much better. Written by academics without real experience negotiating.

Published on February 26, 2000

› See all 12 customer reviews...

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