Impact of Salary Negation on Salary Increment Between Middle Level & Top Level Management of Pharmaceutical Companies of Pakistan

摘要

The study examines importance of individual differences and negotiation strategies to increase starting salary, research indicates that there is a strong relationship between the strategies to negotiate and increased in salary. Individual differences, such as risk-aversion and integrative attitudes determine whether an individual would negotiates or not. If he would negotiate for increasing starting pay then what sort of strategies would he utilize. Results indicates that those who chose to negotiate to increase their initial salaries and other non monetary benefits using collaborating and competing strategies gained non-monetary benefits as well as increment on their initial salary as compared to those who used accommodating and compromising strategies.