Competitive strategies in pay-raise negotiations can lead to some professionals earning more than $600,000 more, during the course of their careers, than their negotiation-averse counterparts, according to a forthcoming study co-authored by Fox School of Business Assistant Professor Crystal Harold. The study stresses that salary negotiation is acceptable and delineates a handful of basic guidelines for successfully negotiating higher pay. "We wanted to open up the black box of the negotiating process, if you will," Harold said.