mixed material bibliography Boston Harvard Business School Publishing April 2014

p. 117 - 120 The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: <br><ul><li>Don't underestimate the importance of likability. <br></li><li>Help prospective employers understand why you deserve what you're requesting. <br></li><li>Make it clear that they can get you. <br></li><li>Understand the person across the table from you. <br></li><li>Understand his or her constraints. <br></li><li>Be prepared for tough questions. <br></li><li>Focus on the questioner's intent, not on the question. <br></li><li>Consider the whole deal. <br></li><li>Negotiate multiple issues simultaneously, not serially. <br></li><li>Don't negotiate just for the sake of negotiating (a pitfall for recent MBA graduates). <br></li><li>Think through the timing of offers. <br></li><li>Avoid, ignore, or downplay ultimatums. <br></li><li>Remember that your interviewer isn't out to get you. <br></li><li>Stay at the table. <br></li><li>Maintain a sense of perspective.</li></ul> Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen 40917 2014-04-21 00:00:00 2014-09-30 00:00:00 machine generated