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Abstract

Preparing to negotiate salary is an important aspect of the employment process, given that compensation varies for different roles. Unfortunately, there are limited formal mechanisms for college students to learn how to negotiate salary. More often than not, students accept the first salary offer for post-collegiate employment without negotiating. This is due to several factors: lack of knowledge that salary negotiation is possible; lack of knowledge of how to negotiate; and possible fear that negotiation will cause job offer recission. However, negotiating salary is a critical skill for business school students. This is because it impacts their financial compensation throughout their professional lives. This exercise prepares students who were enrolled in an asynchronous online course to negotiate salary. Given the prevalence of online hiring processes, the exercise provides relevant negotiation preparation strategies in a virtual setting.

Keywords

role plays/acting role of business schools negotiation distance learning careers and career management

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Salary Negotiation Role-Playing in Online Course Settings

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