The Power of Nice

The Power of Nice
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Описание книги

Become the applicant Google can't turn down Cracking the Tech Career is the job seeker's guide to landing a coveted position at one of the top tech firms. A follow-up to The Google Resume, this book provides new information on what these companies want, and how to show them you have what it takes to succeed in the role. Early planners will learn what to study, and established professionals will discover how to make their skillset and experience set them apart from the crowd. Author Gayle Laakmann McDowell worked in engineering at Google, and interviewed over 120 candidates as a member of the hiring committee – in this book, she shares her perspectives on what works and what doesn't, what makes you desirable, and what gets your resume saved or deleted. Apple, Microsoft, and Google are the coveted companies in the current job market. They field hundreds of resumes every day, and have their pick of the cream of the crop when it comes to selecting new hires. If you think the right alma mater is all it takes, you need to update your thinking. Top companies, especially in the tech sector, are looking for more. This book is the complete guide to becoming the candidate they just cannot turn away. Discover the career paths that run through the top tech firms Learn how to craft the prefect resume and prepare for the interview Find ways to make yourself stand out from the hordes of other applicants Understand what the top companies are looking for, and how to demonstrate that you're it These companies need certain skillsets, but they also want a great culture fit. Grades aren't everything, experience matters, and a certain type of applicant tends to succeed. Cracking the Tech Career reveals what the hiring committee wants, and shows you how to get it.

Оглавление

Barshefsky Charlene. The Power of Nice

Praise for The Power of Nice, Revised and Updated

Foreword to the Revised Edition. You Can Be Nice, and Purposeful

Foreword to the First Edition: Can You Say “Agent” and “Nice” in the Same Sentence?

Acknowledgments

Introduction. Why Change What Works?

Chapter 1. Negotiation

“I'll Burn That Bridge When I Come to It”

Your First Deal

What Negotiation Isn't

Filling the Negotiator's Toolbox

What Negotiation Is

What Negotiation Can Be

Refresher

Chapter 2. I Win–You Lose Negotiation – An Exercise in Flawed Logic

Enemies and Entrenched Positions

Hit and Run

I'm Not One of Them, Am I?

At Least One Dissatisfied Party

Refresher

Chapter 3. WIN–win Negotiation

Myth and Reality

Achieving WIN–win

Good Deals Echo, They Lead to More Deals

WIN–win Is Not Wimp–Wimp

Roadblocks, Minefields, and Wisdom

Putting It Together

Refresher

Chapter 4. The Three Ps

A Systematic Approach

Prepare, Probe, and Propose

Refresher

Chapter 5. Prepare…or Else

Preparation: The Aerobics of Negotiation

How Prepared Are You for Your Negotiations?

The Numbers and Letters Game

The Numbers and Letters Game Continued…

How to Prepare (and How Not To)

The Preparation Checklist

A Case Study: The Sur-Real Sales Challenge

Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence)

Sources of Information

Refresher

Chapter 6. Probe, Probe, Probe

The Other Side Is Trying to Tell You How to Make the Deal

W.H.A.T.? The Probing Technique

The Don'ts – How Not to Probe

Listening

The Zoologist

Learning to Listen

Refresher

Chapter 7. Propose–But Not Too Fast

Getting the Other Side to Go First

Role Playing

Proposing for Real

The Three Rules Behind Propose

Making Counterproposals

Refresher

Chapter 8. Difficult Negotiators

…And the Award for Most Difficult Negotiator Goes To …

Dealing with the Difficult Negotiator (Without Becoming One)

Emotional Tactics – Nonemotional Responses

Challenging Personalities

Refresher

Chapter 9. Negotiating from Weakness

Perceived Weakness versus Real Weakness

Expand the Goals

Locate Allies

Never Let Them See You Sweat

Brainstorming

Refresher

Chapter 10. Unlocking Deadlocks

If Nothing Works, Change Something

Find Reasons to Agree

Get Creative

Objective Mechanisms

Sometimes No Deal Is the Best Deal

If Deal Fever Persists, Keep Saying “No”

Refresher

Chapter 11. Building Relationships

Today versus Tomorrow: How Long Is the Long Run?

A Relationship Tool: Bonding

The Meet-and-Bond Style

Rebonding

No Faux Bonding

Practice Makes Bonding

The Value of Relationships

Refresher

Chapter 12. Putting It All Together

The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves)

Refresher

Epilogue. Nelson Mandela – When the Power of Nice Changed a Nation

Reinforcement Tools Link

For More Information

Post-Negotiation Assessment Questionnaire

WILEY END USER LICENSE AGREEMENT

Отрывок из книги

To four generations of family:

My father, who was the exemplar in my life for the power of nice, and my mother, for always being there to support my endeavors with her love;

.....

The $10 Game

Take 10 one-dollar bills. Find two people – two partners, husband and wife, people in your office, your kids. Tell them, “If you two can negotiate a deal in 30 seconds on how to divide the $10 between you, you can have the money. But there are three rules:

.....

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