NEGOTIATING WHILE BLACK

摘要

Applying a Scenario: The Salary Negotiation Involving Samantha, Jerry, and Barry Imagine a black female, Samantha, is being recruited away from her junior position at a prestigious accounting firm out of state to work for a major state government agency as comptroller. She has already visited with all the top people at the government agency. They all raved about her and want to get her on board as soon as possible. They know her husband, Robert, is a well-qualified engineer and that part of the negotiation will involve providing some type of a positive landing for him. The family also has two young children and need to find appropriate schools and housing. The head of the agency, Jerry, a white male, makes an initial salary offer based upon a few thousand dollars more per year over what Samantha's current salary is, and has agreed to recommend Robert to the manager of the environmental arm of their state governmental body, which is hiring engineers. Samantha does not know anyone at the agency and has no friends or mentors who have negotiated major positions with a state government agency. Samantha is concerned that the offer was based upon her prior salary, when she will definitely have major responsibilities that go well beyond her current job duties.