Journal of Business and Psychology

, Volume 16, Issue 3, pp 365-382

First online:

Negotiation for Starting Salary: Antecedents and Outcomes Among Recent College Graduates

  • Patrick Gavan O'SheaAffiliated withVirginia Polytechnic Institute and State University
  • , David F. BushAffiliated withVillanova University

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Recent college graduates were surveyed to explore factors associated with both negotiation propensity as well as success in raising initial salary offers through negotiation. The average payoff associated with negotiation was over $1,500, while the offers of those who did not negotiate increased negligibly. Applicants given the option to present their salary needs negotiated at higher rates than those who were not, and individuals who had prior work experience were more likely to receive this option. Women were no less likely to engage in negotiation than men, and experienced similar success as a result of their efforts.

salary negotiation gender job experience college graduates