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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Preparation

What follows is a preparation worksheet for an MBA student who is preparing for salary negotiations with potential employers. This is an extremely important negotiation because it will affect one's livelihood and welfare for years to come. A misassumption at this point can have dramatic effects on one's personal and professional well-being.

Step 1: Figure Out What You Really Want

This sounds easy enough, but for a 28-year-old, this means an ability to project forward in time and to be concerned with things like retirement and benefits. Karen Cates of the Kellogg School (1997) recommends working through a checklist of needs and wants (see Box A4-1). Cates further suggests a practical, step-by-step approach to compensation and benefits ...

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