A short guide to salary negotiations
Negotiating comes more naturally to some than others. A recent study by associate professor Jackson Lu found that MBA graduates of East Asian and South-East Asian ethnicity had markedly lower salaries than South Asians and whites. The propensity to negotiate among different groups explains the gap; East Asians and South-East Asians who did not try to negotiate were more likely to say they were concerned about damaging the relationship with an employer.