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Abstract

Students who do not negotiate their job offers often leave value on the table, which will compound over time and perhaps throughout an entire career. The purpose of this article is to present a process that has been successfully used to instruct management students regarding what to communicate during their job offer negotiations. Sample statements are provided so that students can communicate with prospective employers in a way that will allow them to maximize the value of their job offers while maintaining the relationship with the prospective employer. The connections between this teaching practice and the extant research literature as well as research questions that emanate specifically from these connections are also discussed.

Keywords

communication job offer negotiation management education negotiation organizational behavior

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