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Essay / Research Paper Abstract
This 11 page paper discusses negotiation theory and practice along with tips. A scenario is presented of a woman requesting a raise from a male supervisor. Discussions include cognitive consistency theory, cognitive dissonance theory, expectancy violation theory, language expectancy theory, social influence model, social judgment theory and persuasive argument theory. Bibliography lists 11 sources.
Page Count:
11 pages (~225 words per page)
File: ME12_PG690273.rtf
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Unformatted sample text from the term paper:
negotiation process, including values, perceptions, communication skills, experience, and core beliefs of each party involved in the process. During the negotiation process, any number of things can change, such as
a persons goal or an individual could change their position on a point. Negotiation is a series of steps that involve concessions one everyones part if the outcome is going
to be positive. Negotiators use a vast array of negotiating tactics in the process. Some are intended to disrupt the process. Others are intended to sway the other side towards
their own thinking. One of the more common as well as more difficult situations most people face is asking for a raise. While we would all like to think the
supervisor is going end an evaluation with an announcement that we will be getting a nice raise for our good work or, even better, be informed at another time that
our effort and work have been noticed and our wages will be increased beginning this week, that just does not happen very often. Instead, many employees must face the challenge
of asking for a raise. It is helpful if the employee has some negotiating skills for this event. An article in the Denver Business Journal (2011) pointed out that women
are still being paid less than men for the same job and it is also true that men have been taught more negotiating skills than women. Todays economy has made
matters worse. Women who have been successful and who have a great deal of experience are being offered a fraction of their regular salaries. This is, in fact, a common
strategy in the corporate world to reduce expenses (Denver Business Journal, 2011). Some of the tips this article offers for improving ones chances of negotiating a higher salary include: be
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