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Building Undergraduates' Skills to Negotiate Salary in Today's Environment

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New graduates often struggle with whether or not to negotiate their first salary. The purpose of this exercises is to help students understand the different elements that can be negotiated when accepting their first position and build their skills for integrative salary negotiation. Initially designed for a negotiation course or module, the exercise is scoreable to allow students to assess how they did on both integrative and distributive dimensions. The exercise can be modified to remove the scoreable aspect and used in any human resource or organizational behavior course to help students build their salary negotiation skills.

Author(s):

Susan Dustin    
Illinois State University
United States

Tina Thompson    
Illinois State University
United States