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ERIC Number: ED224876
Record Type: RIE
Publication Date: 1982
Pages: 48
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
Employers as Partners: A Guide to Negotiating Jobs for People with Disabilities.
Galloway, Charles
This book describes a model program to help rehabilitation professionals work more effectively with employers when placing disabled employees in private-sector jobs. It also identifies successful strategies for increasing job opportunities for disabled persons. Chapter 1 overviews the Employer Accounts Strategy, an approach for negotiating career options for disabled workers that involves a partnership between an employer and a rehabilitation professional. The next four chapters cover the four stages of creating employment opportunities through employer accounts. Chapter 2 considers two important areas of preliminary research that make prospecting for employer accounts more efficient and productive: determining agencies, bargaining positions and rating employers' qualifications as accounts. Organizing information to launch an account strategy toward selected, qualified employers is considered in chapter 3. Topics are understanding negotiations, how to sort selling points, and research and the first contact script. Chapter 4 discusses the importance of ensuring good first impressions related to establishing personal credibility, the credibility of one's agency, and the credibility of one's clients. Chapter 5 covers two vital aspects of presenting a case--setting up the first appointment and discussing the program opportunities. (YLB)
California Institute on Human Services, Sonoma State University, 1801 E. Cotati Avenue, Rohnert Park, CA 94928 ($6.00).
Publication Type: Guides - Non-Classroom
Education Level: N/A
Audience: N/A
Language: English
Sponsor: California State Dept. of Rehabilitation, Sacramento.; Times Mirror Co., Los Angeles, CA.
Authoring Institution: Sonoma State Univ., Rohnert Part. CA. California Inst. on Human Services.
Identifiers: Employer Accounts Strategy; Negotiation Processes; Negotiators