Headhunters

, by Finlay, William; Coverdill, James E.

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ISBN: 9780801473791 | 0801473799
Cover: Paperback
Copyright: 1/1/2007

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Headhunters-third-party agents paid a fee by companies for locating job candidates-perform a unique sales role. The product they sell is people, matching candidates with jobs and companies with candidates. Headhunters affect the professional lives of thou

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Acknowledgments	p. vii
What Headhunters Do: The Business of Finding People for Jobs	p. 1
Theoretical Issues: The Double Sale, the Tertius Gaudens, and the Visible Hands	p. 24
Playing the Search Game: The Economics and Politics of Recruitment	p. 37
Managing Risk by Managing Clients	p. 59
Ruses, Pitches, and Wounds: The Construction of Job Candidates	p. 88
Finding the Right Person for the Job: Specs, Hot Buttons, and Chemistry	p. 112
Fitting the Right Person to the Job: The Dynamics of Third-Party Impression Management	p. 141
From Bridges to Buffers: Closing the Double Sale	p. 165
Conclusion	p. 181
Afterword: Practical Advice for Dealing with Headhunters	p. 191
References	p. 203
Index	p. 211
Table of Contents provided by Ingram. All Rights Reserved.

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Headhunters

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