Effects of gender, personality, self-efficacy, locus of control, and money ethics on the propensity to negotiate starting salary during the job offer process

Abstract

In the 1970s, the study of the relationship between individual differences and negotiation was deemed a fruitless pursuit. Recent research has contradicted that assertion and the current study seeks to do the same by looking at the effect of personality, gender, locus of control, self-efficacy, and money ethics on the propensity to initiate salary negotiation. A total of 290 students were recruited from an introductory psychology research pool at a large, public university. The results found that students higher in extraversion, conscientiousness, general and task-specific (in particular, job- and negotiation-specific) self-efficacy, and locus of control are more likely to initiate salary negotiation during the job offer process.