Recommended Resources for Executive Career Management
Category:Compensation & Negotiation
Shaping the Game: The New Leader’s Guide to Effective Negotiating Harvard Business School Press<< Order Now >>
Michael Watkins’s bestselling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master in order to secure new roles and accelerate their transitions: negotiation.
In Shaping the Game: The New Leader’s Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders’ actions in every negotiation they undertake: create the most possible value; capture that value for yourself and your company; carefully tend to key relationships; and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator.
The Power of a Positive No: How to Say No and Still Get to Yes Bantam<< Order Now >>
“No” doesn’t have to be a complete sentence, and can still leave the door open to future opportunities, according to author William Ury. Following up on his best-selling tome on negotiation, Getting to Yes, Ury tackles The Power of a Positive No, which outlines strategies for setting boundaries without damaging relationships.
The Power of a Positive No: How to Say No and Still Get to Yes identifies the three stages of No -- preparation, delivery and follow-through – that enable desired personal and professional outcomes. Using Ury’s communication techniques, you’ll learn to effectively combine no with yes so that involved parties feel empowered and get their needs met.
The book helps readers identify the emotions that surface when a “yes” is expected and how to avoid the guilt, manipulation and persuasive tactics that drive accommodation. While acquiescing may be easier in some situations, Ury posits that a positive no can help to maintain integrity and alignment with personal values.
“In order to stand up for what counts,” Ury writes, “satisfy your needs or those of others, you have to say No to a demand or request that is unwelcome, a behavior that is inappropriate or abusive, or a situation or system that is not working or fair.”
Start With No: The Negotiating Tools That the Pros Don't Want You to Know Crown Business<< Order Now >>
If your business strategy consists
of creating “win-win”
situations, author Jim Camp’s
book, Start with No, presents
an alternative. Camp’s hardline
approach removes the
emotionally-based “compromise”
tactics that many use,
and replaces them with strategies
that gets adversaries to
reveal hidden agendas, positions
and weaknesses.
Communication techniques,
coupled with preparation,
patience and discipline, lay the foundation
for this highly-structured system,
which is designed to help individuals
master deals, negotiations and cold-calling.
Through a series of steadfast rules,
Camp approaches negotiation like
a tiger, preferring to be respected and
effective instead of liked.
Two principles that Camp initially
emphasizes are “No Closing” and “No
Talking.” To Camp, closing and talking
are companions of neediness, and neediness
will cause you to create contracts
that may not be in your best interest.
Those who eliminate “need” and focus on
“want” are less likely to make the kind of
mistakes that accompany desperation.
One example of Camp’s negotiation
tactics is “interrogative-led” questioning
versus “verb-led” questioning. “Is it too
expensive?” gives the responder a chance
to answer “yes” or “no” without providing
additional information that would be
helpful during negotiation. Instead, Camp
suggests, “What price would you pay?”
The Negotiation Toolkit, How to Get Exactly What You Want in Any Business or Personal Situation Roger J. Volkema << Order Now >>
This book will help you master the arts of bargaining and negotiating. The Negotiation Toolkit is actually a hands-on workbook integrating questions and answers, self-assessments, mini-surveys, feedback measures and action challenges to help readers build personal confidence and negotiating prowess. Readers will learn: the "golden rule" of negotiation, three fundamental questions of negotiation, when not to negotiate eight behaviors of star negotiators and much more. This book will help you negotiate a job offer and triumph in any bargaining table encounter. ISBN: 081448008X Paperback
Win-Win Career Negotiations: All You Need to Know About Negotiating your Employment Agreement Peter Goodman << Order Now >>
When circumstances dictate a job search or you've made a personal decision to make a career move, one of the many steps you need to prepare for is negotiating compensation. Begin your preparation with Win-Win Career Negotiations a comprehensive yet practical guide to negotiating your employment agreement.
Win-Win Career Negotiations addresses all elements of the hiring process and provides insights from leading executives that bridge the divide between theoretical strategies and day-to-day practice, allowing readers to emulate successful executives negotiating strategies and successes.
Learn the strategies that work, time after time through the real-life experiences of successful executives in leading corporations.
Apply proven negotiations tactics to all aspects of the hiring and career development process.
Navigate your way through the negotiation maze, including the initial interview, salary, stock options, bonuses, benefits, relocation, severance, annual reviews and everyday on-the-job negotiations with co-workers.
Bargaining for Advantage, Negotiation Strategies for Reasonable People G. Richard Shell<< Order Now >>
This is a very intelligent and readable book for the executive who negotiates for a job as well as on the job. The author, director of the Wharton Executive Negotiation Workshop provides a unique approach to negotiations starting with a candid self-assessment of your personal strengths and weaknesses that helps everyone from the inexperienced, anxious negotiator to the seasoned veteran. The book teaches you how to succeed even when you think you are short on bargaining power, counter hardball tactics and tricks without compromising your ethics, build trust in working relationships, improve your leverage at each stage of the process and decide when to compromise. ISBN: 0140281916 Paperback
Get Paid What You're Worth Robin L. Pinkley and Gregory B. Northcraft<< Order Now >>
GET PAID WHAT YOU'RE WORTH is a simple way to understand not only how to negotiate, but why. Whether you're entering the workforce, making a job change, or seeking better compensation for your contributions this book will show you how to get exactly what you deserve. This is a handbook you need to learn to effectively negotiate. ISBN: 0-312-24254-9 Hardcover
