Best approach for salary negotiations? Collaboration, says Fox professor

A study of the negotiating strategies of new employees suggests that those who are willing to collaborate with their new employer and sacrifice some monetary compensation for non-salary benefits felt better about the outcome and their role at the company. They also gained in other ways. "When they collaborate, they raise their salary a bit; get some non-salary benefits like more vacation, better healthcare, or help with education expenses; and walk away thinking it's a win-win," says study co-author Crystal Harold of Temple's Fox School of Business.
Feb. 22, 2011 | strategy+business