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15 Rules for Negotiating a Job Offer (Spanish version)
Malhotra, DeepakArticle HBS-R1404KStrategy(1) Don't underestimate the importance of likability. (2) Help prospective employers understand why you deserve what you're requesting. (3) Make it clear that they can get you. (4) Understand the person across the table from you. (5) Understand his or her constraints. (6) Be prepared for tough questions. (7) Focus on the questioner's intent, not on the question. (8) Consider the whole deal. (9) Negotiate multiple issues simultaneously, not seria...Starting at €8.20
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15 Rules for Negotiating a Job Offer
Malhotra, DeepakArticle HBS-R1404K-EThe author, a professor of negotiation at Harvard Business School, offers 15 specific pieces of advice for job candidates: (1) Don't underestimate the importance of likability. (2) Help prospective employers understand why you deserve what you're requesting. (3) Make it clear that they can get you. (4) Understand the person across the table from you. (5) Understand his or her constraints. (6) Be prepared for tough questions. (7) Focus on the ques...Starting at €8.20
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Compensation Negotiation at Whole Health Management (A) (Spanish version)
Hall, Brian J.; Malhotra, Deepak; Bennett, NicoleCase HBS-912S04StrategyMBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and employee incentives, negotiation strategy, and human resources management.Starting at €8.20
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When Winning Is Everything
Malhotra, Deepak; Ku, Gillian; Murnighan, J. KeithArticle HBS-R0805E-ELeadership and People ManagementThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. In the heat of competition, executives can easily become obsessed with beating their rivals. This adrenaline-fueled emotional state, which the authors call competitive arousal, often leads to bad decisions. Managers can minimize the potential for competitive arousa...Starting at €8.20