Negotiating Advancement in a Troubled Economic Environment

Professor Beverly DeMarr co-authored a textbook, Negotiation and Dispute Resolution. DeMarr partnered with Suzanne de Janaz, a professor from IMD in Switzerland. Pearson published the textbook in January.

Negotiation and Dispute Resolution addresses negotiations and dispute resolution in a wide variety of settings. By combining theoretical foundations with experiential exercises, the book helps students develop their ability to negotiate and resolve conflicts in both personal and professional settings.

An article that is a spinoff from the book has been picked up worldwide. The article, “Bad Times Let the Good Times Roll: How to Negotiate Advancement in a Troubled Economic Environment,” has been printed in Switzerland, Norway, Singapore, and published on the website of Businessworld magazine in India.

“It is easier to negotiate larger salaries starting in than it is to negotiate raises after you’ve been hired,” said DeMarr. “A lot of people think that because the economy is bad, they shouldn’t ask. You still need to ask.”

The article is informative and makes many great points.
It is important to do your research before negotiating so you are aware of what others with your responsibilities, education, and experience are earning in your geographical region.

To increase a successful negotiation, start by clarifying exactly what you want and why. You must articulate the amount you expect and a compelling reason for it. To avoid the negotiation ending in a stalemate, it is a good idea to present a yes-able alternative.

“This article has advice for people that are on the job market and it is the same advice I give to graduating students who are looking for their first job,” said DeMarr. “The minimum thing you have to ask is if that is the best the employer can do.”

View the article:
“Bad Times Let the Good Times Roll: How to Negotiate Advancement in a Troubled Economic Environment.”