Who asks and who receives in salary negotiation
研究149名新员工发现，主动谈判者平均起薪增加5000美元，采用竞争与合作策略者收益更高，个体风险规避和整合态度影响谈判与否及策略选择。
Abstract The influence of individual differences and negotiation strategies on starting salary outcomes was investigated. A sample of 149 newly hired employees in various industry settings participated in this study. Results indicated that those who chose to negotiate increased their starting salaries by an average of $5000. Individuals who negotiated by using competing and collaborating strategies, characterized by an open discussion of one's positions, issues, and perspectives, further increased their salaries as compared to those who used compromising and accommodating strategies. Individual differences, including risk‐aversion and integrative attitudes, played a significant role in predicting whether or not individuals negotiated, and if so, what strategies they used. Copyright © 2009 John Wiley & Sons, Ltd.