The role of individual bargaining behavior in the pay setting process: A pilot study |
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| Authors: | Marian M Extejt Craig J Russell |
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| Institution: | (1) Department of Management, John Carroll University, USA;(2) Department of Industrial Relations and Human Resources Rutgers, The State University of New Jersey, USA;(3) Institute of Management and Labor Relations, Rutgers University, Box 5062, 08903-5062 New Brunswick, NJ |
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| Abstract: | A model of initial salary detemination for professional and managerial employees is developed. That part of the model which concentrates on the role of employee salary negotiation behaviors and attitudes was investigated using a sample of 117 individuals. Significant variance in salary bargaining attitudes and behaviors was found; attitudinal and demographic differences between negotiators and non-negotiators were determined. Additionally, negotiating behavior was found to be positively related to salary, but only slightly related to salary growth. |
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