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How Can MBAs Get a Higher Salary? Ask

How Can MBAs Get a Higher Salary? Ask
Photograph by Robert Daly

In salary negotiations, making the first move often reaps great rewards. Nobody knows this better than Shirli Kopelman, a professor with the Center for Positive Organizations at the University of Michigan’s Ross School of Business who has done research on salary negotiations.

Kopelman’s paper “Good Grief! Anxiety Sours the Economic Benefits of First Offers” shows how even though making the first move usually yields better financial results for employees, they feel worse about the process—and even the outcome.