When You Should Think Twice About Salary Negotiation

by Krithika Varagur

Many more workers negotiate today than in the 1980s, says management scholar Deborah Kolb. But she believes that they tend to treat it more narrowly, for instance by running through conversation scripts for salary upgrades, rather than thinking about all the different aspects of the job on offer.

“The world has changed. I’m not sure you can really negotiate salary during a pandemic,” says Dr. Kolb, professor emerita at Simmons College School of Management. “But really, salary is so limited. All the things that would make your workday better, that is what you need to negotiate.”

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