Question

Janice just graduated college, she’s ready to head out on her own and get that first job, and she’s

through her first interviews. She receives an offer of a $28,000 salary, including benefits from

COLLEGE CORP, from an entry-level marketing position that seems like a perfect fit. She is

thrown off by the salary they are offering and knows that it is lower than what she was hoping

for. Instead of panicking, she takes the advice of her mentor and does a little research to know

what the market range for the salary is for her area. She feels better after doing this, knowing that

she was correct and the offer is low compared to the market rate. After understanding more about

the offer and the rates, she goes back to the HR representative and asks for her preferred rate of

$32,500, knowing the minimum that she would accept is $30,000. Instead of going in for her

lowest amount, she started higher to be open to negotiations with the company. She also sent a

note regarding her expertise that warranted why she asked for that salary. To her happy surprise,

the company counter offered at $31,000—and she accepted.

1. What key points of Janice’s negotiation led to her success?

2. What could have Janice done better to get a better outcome for her salary? ​

Answer 1

Answer:

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Answer 2

1. Janice's success in negotiation can be attributed to several key points:

• She did her research and found out the market range for the salary in her area, which gave her a better understanding of the value of the job and helped her make an informed request.

• She asked for a higher salary than her minimum acceptable rate to leave room for negotiation.

• She provided a clear and concise explanation of her expertise and why she deserved the salary she requested.

• She was willing to negotiate and accepted the counteroffer that was close to her requested rate.

2. While Janice was successful in negotiating a higher salary, there are a few things she could have done better to potentially get an even better outcome:

• She could have started the negotiation with a higher request to increase the chances of getting a counteroffer that was closer to her preferred rate.

• She could have provided more concrete examples of her accomplishments and qualifications that would justify her requested salary.

• She could have asked for other benefits or perks in addition to a higher salary, such as more vacation time or flexible work hours, which would add value to the job even if the salary couldn't be increased significantly.

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