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Headhunters Matchmaking in the Labor Market 1st Edition by William Finlay, James E Coverdill ISBN 1501721550 9781501721557

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Headhunters Matchmaking in the Labor Market William Finlay Digital Instant Download

Author(s): William Finlay; James E. Coverdill
ISBN(s): 9781501721557, 1501721550
Edition: With a New Afterword
File Details: PDF, 11.30 MB
Year: 2018
Language: english
SKU: EB-51938510 Category: Tags: ,

Headhunters Matchmaking in the Labor Market 1st Edition by William Finlay; James E. Coverdill – Ebook PDF Instant Download/Delivery: 1501721550, 9781501721557

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Product details:

ISBN 10: 1501721550

ISBN 13: 9781501721557 

Author: William Finlay; James E. Coverdill

Headhunters—third-party agents paid a fee by companies for locating job candidates—perform a unique sales role. The product they sell is people, matching candidates with jobs and companies with candidates. Headhunters affect the professional lives of thousands of employees every day, and their work has a profound, though hidden, effect on the employment picture in the United States. William Finlay and James E. Coverdill draw on interviews with and observations of headhunters and on analysis of headhunting training seminars, lectures, industry newsletters, and a mail survey of headhunting firms. The result is a frank and sometimes unsettling portrait of the aims, attitudes, and tactics of practitioners.

The payment of fees has shifted from candidates to employers, and recruiters now find people to fit jobs rather than the other way around. Finlay and Coverdill address what they feel is a serious lack of research about the work headhunters do and how they do it. Their book is built around three major questions: What advantages do employers derive from using third-party agents to handle candidate search and recruitment? How are headhunters able to accomplish the double sale (“selling” candidates to employers and employers to candidates)? What criteria do headhunters use for selecting candidates?

In the process, Finlay and Coverdill link their findings to larger issues of institutional and historical context, revealing the economic and political reasons clients use headhunters, demonstrating how headhunters manipulate clients and candidates, and assessing the impact of headhunters’ actions on hiring decisions.

Table of contents:

  1. What Headhunters Do: The Business of Finding People for Jobs

  2. Theoretical Issues: The Double Sale, the Tertius Gaudens, and the Visible Hands

  3. Playing the Search Game: The Economics and Politics of Recruitment

  4. Managing Risk by Managing Clients

  5. Ruses, Pitches, and Wounds: The Construction of Job Candidates

  6. Finding the Right Person for the Job: Specs, Hot Buttons, and Chemistry

  7. Fitting the Right Person to the Job: The Dynamics of Third-Party Impression Management

  8. From Bridges to Buffers: Closing the Double Sale

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Tags: William Finlay, James E Coverdill, Headhunters, Matchmaking, Labor Market