Laurie Weingart: Web Links and Resources on Negotiating Job Offers

Laurie Weingart, Professor of Organizational Behavior and Theory Faculty Recommendations

Specific Resources on Negotiating Job Offers

For additional information go to:

http://nextwave.sciencemag.org/cgi/content/full/2000/03/09/1 for a more detailed article on negotiating a job offer. Although that article focuses on negotiating academic job offers, the strategies are equally relevant in organizational contexts.

Get Paid What You’re Worth by R.L. Pinkley & G. B. Northcraft (2000), St. Martin’s Press.

“Negotiating a Job Offer” in L. Thompson’s (2001) book, The Mind and Heart of the Negotiator (second edition)

Women Don't Ask: Negotiation and the Gender Divide by Linda Babcock & Sara Laschever (2003). Princeton University Press.

General Bibliography

Bazerman, M. H., & Neale, M. A. (1992). Negotiating Rationally. New York: Free Press.

Fisher, R., Ury, W. & Patton, B. (1991). Getting to Yes (2nd Edition). New York: Houghton Mifflin.

Lax, D. A., & Sebenius, J. K. (1986). The manager as negotiator: Bargaining for cooperation and competitive gain. New York: Free Press.

Lewicki, R. J., Saunders, D. M., & Minton, J. W. (1999). Negotiation. Boston: Irwin McGraw-Hill.

Pruitt, D. G. (1981). Negotiation behavior. New York: Academic Press.

Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Harvard University Press.