Faculty News

Prof. Dolly Chugh explains the importance of preparation before negotiating a salary

Excerpt from The New York Times -- "In our negotiation course, we talk about preparation being 70% of negotiation. That's the opposite intuition that most of us have. We picture negotiation success happens at the table. What we teach in our course is it's exactly the opposite. It happens before you get to the table. That's part of preparation, having those kinds of conversations with people inside the organization, people outside the organization, people who know you well, people who know the industry well, people who know the labor market for your particular set of skills well. All of these are data points that give you a sense of what's appropriate."

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