Abstract
A model of initial salary detemination for professional and managerial employees is developed. That part of the model which concentrates on the role of employee salary negotiation behaviors and attitudes was investigated using a sample of 117 individuals. Significant variance in salary bargaining attitudes and behaviors was found; attitudinal and demographic differences between negotiators and non-negotiators were determined. Additionally, negotiating behavior was found to be positively related to salary, but only slightly related to salary growth.
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