Salary Negotiation Case Study Paper Example

Salary Negotiation is an important factor for any individual who is seeking a job. With the right information, a job seeker knows the expected salary that he or she is going to be offered as the starting salary in an organization. With this knowledge, such an individual knows how to negotiate the salary in such a way that he or she wont chase away the employer due to high demands. Therefore, salary negotiation is an important aspect of any job seeking activity. In the modern society, the internet is serving as a valuable tool for guiding people on the issue of salary negotiation. This is because, through it, they can research on the different starting salaries for various jobs. However, its important for these individuals to understand that companies vary regarding size, cost, and location among other factors. Due to this, they also differ in the starting salary that they offer to different individuals.

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Salary Negotiation Case Study

In this essay, salary negotiation will be studied using a case study of Janet. She is an individual who has been offered the chance to work in a Hospital Z as a primary care physician. From her case study, this essay is going to analyze the offer that she has been given from this job. The starting salary will be discussed on the demands that she has. She will also be advised on how to negotiate the starting salary that she is being offered without risking the chance of losing her job. Likewise, based on her demands, factors that can be considered when negotiating for the job will be analyzed. At the end of the essay, it will be concluded on how Janet can negotiate the salary that she is being offered at Hospital Z.

Question A

First of all, the advice that I can give Janet about the upcoming salary negotiation is that she should make the necessary effort to avoid casting doubts in her employers. Most organizations are aware of the fact that in a salary negotiation, people being interviewed are likely to quote a higher salary than they are being offered. However, there is an amount that one can quote and change the mind of the employer on giving out the job. The main idea that I can give Janet in the upcoming salary negotiation is that the point is to try to convince Hospital Z to increase her salary by a certain amount and at the same time, avoid losing the chance of getting the job that she has been searching for a while.

Based on her research, she has found from the internet that the starting salary that she is supposed to be offered should range from $130,000- $148,000. Hospital Z is offering her $137, 000. Therefore, this amount falls into the bracket of initial salary that an employee of her category should receive. It also extends by $7,000, and this shows that its not a bad amount because she will be able to work in a conducive environment and at the same time receive a good salary. Therefore, while negotiating for this salary, I would advise Janet to ask for an amount that doesnt exceed more than 10% of what she is being offered. The first reason for this is that she will have convincing reasons that Hospital Z can consider in her case such as the cost of daily commutation.

Janet should also be honest while laying out her salary needs to Hospital Z during the salary negotiation. This means that she should be able to speak out about her requirements and explain convincingly why she should require any salary addition. Any firm, including Hospital Z,needs employees who are honest about everything. Through honesty, the growth of an organization can be guaranteed through the employees. Therefore, Janet can prove to Hospital Z that she is an honest individual starting from the salary negotiation. Talking about her expectations in the research lab and other issues that are making her ask for in increment in salary such as commutation would make this hospital develop confidence in her.

Question B

Individual differences are a key determinant in offering advice on salary negotiation. The same case applies to gender. People have different needs, different expectations and different level of knowledge. Due to some of these factors, different people will advise Janet differently on her upcoming salary negotiation. Individuals who have more needs would probably urge Janet to demand more on her negotiation. The same case applies to individuals with high expectations. Based on how long a person has been searching for a job, this would also change the advice offered to Janet. Gender will also affect how different people will view the salary negotiation concerning Janet. A female who is at almost the same age as Janet and in the same situation of wishing to start a family in the coming years would understand better her situation. In other words, individual differences and gender affect peoples views on salary negotiation.

Based on my prior knowledge of individual differences, I would change my advice to Janet though not in a significant way. I have learned that personalities of different people affect their approach to negotiations. Managers, for example, differ in personalities and this would determine how the salary negotiation works out. A manager who has a personality of hostility whenever someone asks for a salary increment is difficult to handle in a negotiation. With such an individual, its very easy to lose the job that Janet is seeking since the manager would consider her to be demanding. Therefore, its important for Janet to learn the personality of the director of Hospital Z before getting into negotiation with him or her.

Gender also affects negotiation skills significantly. Males tend to have different beliefs about negotiation outcomes where they expect their wishes to be fulfilled. However, most females tend to be calm and accept the outcome of negotiations. I would advise Janet to show some creativity in her salary negotiation so as to get the best out of it. For example, she can use the fact that she is married and therefore, has high expectations in the upcoming five years where she expects to start a family. From this, she can convince the manager of Hospital Z to make improvements to her salary so that she will be organized in the upcoming years. In doing so, she should be very careful not to raise any question about her commitment to Hospital Z

Question C

Different things would determine my approach to salary negotiation. One of the most important aspects that I value in any salary negotiation is caution and creativity. Understanding the individual that I am discussing with about the salary negotiations also determines the outcome of such discussion. Understanding an organization is important in any negotiation on salary. A company that is located, for example, in New York City is likely to have better offers that that located in Texas. This is due to the size of the organization and also its location. Therefore, asking for a salary increment in the company based in New York City would likely be successful.

I have also come to realize that making demands is not a wise move while negotiating on salary. Managers tend to consider individuals who appear to be demanding as threatening to their company and will, therefore, do anything to get rid of such employees. Therefore, while negotiating for my salary, I would be very careful not to make demands as this would lower my chances of being successful in such a negotiation. In my experience and research, I have come to the realization that many managers in companies will not always give someone the salary that he provided and most of them try to study the reaction of an individual. Therefore, in my salary negotiation, I would approach such issue by asking my interviewer what Im expected to do so as to receive salary increment in the future. By doing so, I would gain the trust of the organization, and this would put me in a better position to succeed in the future.

Question D

As stated in this paper, gender plays an important role when it comes to negotiation on salary. Different aspects such as the personality of an individual will determine the outcome of such bargaining. For both men and women, negotiation is one of the most important tools to have so as to be successful in an organization. Language affects how different genders approach salary negotiation. Men tend to use a different language compared to women, and as a result, the outcomes are typically different. When it comes to mendiscussing salary, they tend to get straight to the point on what to expect concerning the expectation of such a negotiation. Facts are the main topic of discussion when men are involved in salary negotiation. Women, on the other hand, have a common practice of asking a lot of questions rather than going straight to the point. These questions open room for more discussions and therefore, more time is taken.

My approach to salary negotiation with another male would give me an advantage in that I would try to be free inexpression as much as possible. In such a negotiation, I would express my expectations to the other party in such a way that Im not asking too many questions and at the same time, going straight to the point about the salary that Im expecting. I would also highlight key reasons for quoting this salary to the manager and hope for a successful negotiation. If the other party were a woman, I would be a careful in the negotiation not to appear hasty. This is because women involved in negotiations tend to consider individuals without patience as characters with big expectations who dont value the job opportunity that they are about to receive.

Therefore, in Janets situation, if the other party is a female, she can approach the negotiation in such a way that she is free to talk about her view on the $10,000 that she is being offered for her research. Whether she thinks that its enough or not, she can be free to discuss this matter with the other party. Furthermore, the female party would be more appropriate to consult with about the plans that she has about starting a family in five years to come. This is because her feelings would be well understood. If the other party is a male, the primary attempt that Janet can make is to go straight to the point on what she thinks about the $137, 000 that she is being offered and whether she expects a pay rise or not. Understanding how different genders behave to salary negotiation is, therefore, important for Janet in her salary negotiation.

Question E

Apart from the discussed factors that can affect salary negotiation, other important factors arecrucial in determining whether I would change my decision on negotiation or not. Some of the factors include;

Location of the firm- this is probably the most important factor that would determine whether I would change my mind about salary negotiation or not. A company that is located in an ideal position where I can travel easily without spending so much money would make me accept the outcome of a negotiation even if there is no much improvement made to my salary. A similar case applies to Janet in the case study. She is being offered another job which has a higher payment of $146,000, but its not situated in an ideal location. As a result, she should stick with Hospital Z due to its location.

Qualifications- this factor affects salary negotiation in such a way that if an individual is more qualified, he or she has more facts of presenting in a salary negotiation. On the other hand, if such a person is less qualified, he or she may find it difficult to negotiate for a higher salary.

The financial status of the organization- this is also a factor that would determine the amount that a company can offer regarding salary. Understanding the financial capability of an organization would make me understand the salary that Im going to be provided in a negotiation. Likewise, it gives me determine th...