View our brochure for tips on salary negotiation.
Wondering about how much you should be making? There are two main theories to salary negotiation: the door-in-face approach and the foot-in-door approach. These also apply to other aspects of your job search such as networking.
This approach suggests to ask for something completely outrageous that you know will get turned down. But, by having been turned down and taken the news gracefully, it creates a sense of imbalance between the asker and the responder. This imbalance allows the asker to ask again, but this time for something reasonable, and to restore the balance the responder is more likely to say yes. It also makes it seem like the asker made a compromise.
This approach is almost the opposite of the door-in-face approach. The asker should request something small, in order to get his or her foot in the door, so that later on, the asker can request more. It has been shown that this technique is not as successful as the door-in-face approach.
Articles for more advice:
We also have resources in the Career Hub about salary negotiation, including a book written by Jack Chapman, a salary negotiations expert. Stop by if you would like to check it out. Go to his website to learn more about salary negotiation.