Operational Behavior Class: A recent university graduate with a degree in Projec

Question

Operational Behavior Class:

A recent university graduate with a degree in Project Manager and two years’ experience recently interviewed for a job with a consulting company. A hiring manager from the consulting company called the graduate and offered him the job with a starting salary of $35, 000. The graduate has read in Jobs Inc. magazine that the average starting salary for a new hire with a degree and 2 years’ experience is $38,000–$42,000.

This recent college graduate has asked you for advice on how to negotiate for a higher salary. Based on the readings from the text about the negotiation process along with any research you may have conducted in the Library, provide this graduate with a step by step explanation on how he/she should proceed.

Explanation / Answer

Negotiation is the process where two parties sit and discuss the issues with each other and finally reaches an agreement that would benefit both the parties. While negotiating for higher salary the hiring manager also should feel that providing the higher salary to the college graduate would benefit the organization. Hence I would advise the college graduate to study the position in deep and identify the strengths of the graduate that can contribute for the organization through the role as the first step. If the manager is impressed about the candidate’s capabilities he would feel that hiring through providing more salary to the college graduate will benefit the organization. As next step, I would advise the employee to demand more than he expect and then lower his demand to a certain level during the negotiation so that the hiring manager will feel the organization is also benefitted by lowering the demand through negotiation. For example if the graduate requires $40000 as salary, he should demand $45000 and then lower the amount to $40000 which would help to satisfy the ego of the hiring manager and also help the graduate to get the desired salary. When they reach the agreement both graduate and hiring manager can stop negotiation and the graduate can accept the employment.

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