Job seekers worry about negotiating an offer for many reasons, including the worst-case scenario that the offer will be rescinded. Across a series of seven studies, researchers found that these fears are consistently exaggerated: Candidates think they are much more likely to jeopardize a deal than managers report they are.
This fear can lead candidates to avoid negotiating altogether. The authors explore two reasons driving this fear and offer research-backed advice on how anxious candidates can approach job negotiations.Imagine that you just received a job offer for a position you are excited about. Now what? You might consider, but you’re apprehensive.
is an assistant professor of management at George Mason University’s Costello College of Business, and a visiting scholar at the Wharton School. Her research interests include conflict management, negotiations, and organizational behavior.is a professor of organizational behavior at the College of Business at Stony Brook University . Her research interests include the influence of gender on negotiation, as well as understanding gender gaps in organizations more broadly.
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