Decoding salary negotiation process in MNCs: A candidate perspective

Pages: 1610-1615
Jaydeep Subhasis Hota and Pratima Sarangi (Department of Good Governance and Public Policy, Sri Sri University, Cuttack, Odisha)

Popularly known as Salary Negotiation round, which is extensively carried out by HR professionals only, has traditionally been seen as a process that seals the selection process. The process is nothing but a tricky discussion between the employers and to be employee both of whom have their respective predetermined point of orientation. Unlike business negotiations, this negotiation is largely ignored and provides a scope of research on how a salary negotiation process shapes up especially when both the parties are eager to collaborate. Through this paper we have explored the unspoken truth of a group of highly qualified professionals who in their professional career have come across several salary negotiation rounds. We have tried to devise the applicability of established business negotiation theories on intellectual capital negotiation and their extent of significance. While understanding the influence of human relation factors over selection process, the paper has focused on the preferred negotiation styles by both the employer and the candidate during salary negotiation.