Get Paid What You're Worth The Expert Negotiators' Guide to Salary and Compensation

Knowing how to negotiate a job offer is a must for everyone, whether entering the work force for the first time or planning a job change. Not only does negotiation determine how much an employer will pay in salary, benefits, and perks, but it also in-flu-ences how a potential employee is regarded. Expert nego-tiators Pinkley and Northcraft have created a step-by-step blueprint for negotiating any offer, including: -Why there may be more money available than there seems -How to 'expand the pie' to earn higher compensation -How to bluff and what to do if the bluff is called.

Robin L. Pinkley is Chairman of Organizational Behavior and Busines Policy for the Cox School of Business at Southern Methodist University, as well as the Director of the American Airlines center for Labor Relations and Dispute Resolution.

Gregory B. Northcraft is a professor of Business Administration and Labor and Industrial Relations at the University of Illinois. He has consulted for such corporations as Hewlett-Packard, Motorola, and Walt Disney World. He is coauthor of Organizational Behavior: A Management Challenge and the current editor of the Academy of Management Journal.