The Big Picture: Know this before negotiating your salary

Here are tips for win-win negotiations, based on the 2021 book by Kandarp Mehta and Guido Stein, Negotiate Good, Negotiate Well. Before you enter into your next salary negotiation, understand the relevant variables.

Imagine: You've just interviewed for three jobs. Two have made salary offers -- one low, one high -- but the third is yet to offer a figure. To complicate matters, the third job is for a newly created position in an entirely new line of business for which there is no precedent. How to approach this salary negotiation? This infographic presents five factors to analyze before any negotiation, based on the 2021 book by Kandarp Mehta and Guido Stein, Negotiate Good, Negotiate Well.

A version of this article is published in IESE Business School Insight 160.