October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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Chapter 2. Preparation: What to Do Before Negotiation
Unsure about her worth at the outset of a job search, Holly Peckham found a United States salary database on a Web site created by Marchall Consultants, a New York executive search firm. It contained a wealth of valuable information about salaries supplied by more than 16,000 communications professionals. Based upon her research, Peckham concluded that she should be making about $37,000 a year as an account executive at a PR agency serving high-tech clients. That was $9,000 more than she was earning as an assistant account executive at Schwartz Communications in Waltham, Massachusetts. Chen PR, another firm, offered Peckham $32,000 and a promotion. Peckham refused, citing her online research. ...
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