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| Tekijä: | Marks, M. Harold, C. |
| Otsikko: | Who asks and who receives in salary negotiation |
| Lehti: | Journal of Organizational Behavior
2011 : APR, VOL. 32:3 p. 371-394 |
| Asiasana: | research organizational behaviour pay negotiation bargaining compensation management |
| Kieli: | eng |
| Tiivistelmä: | In this article, the effect of individual differences and negotiation strategies for starting salary results was examined. A sample of 149 newly hired employees in various industry settings were studied. Findings show that those who negotiated increased their starting salaries by an average of $5000. Individuals who negotiated by using competing and collaborating strategies further increased their salaries compared with those who used compromising and accommodating strategies. Individual differences affected the tendency to negotiate and to the negotiation strategies used. |
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