2009/11/20 by Michelle A. Marks, Crystal M. Harold · 1 citation
Business, Management and Accounting · Psychology · Social Sciences · #Chose #Conflict Management and Negotiation #Economics #Financial economics #Gender Diversity and Inequality #Job Satisfaction and Organizational Behavior #Law #Negotiation #Political science #Psychology #Public relations #Risk aversion (psychology) #Salary #Sample (material) #Social psychology
paper · doi:10.1002/job.671
openalex publication_date 2009/11/20 · openalex created_date 2025/10/10 · openalex updated_date 2026/07/25
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.