May 21, 2025
The Wall Street Journal recently published an article featuring research conducted by Patricia Cortes, Professor of Markets, Public Policy, and Law.
Job seekers are negotiating less often, just 31% did so in early 2025, down from 49% the previous year, according to ZipRecruiter. With a cooler job market, more companies are labeling offers as “best and final” to avoid back-and-forth. But career coaches and hiring experts say applicants often still have leverage, especially benefits beyond base pay – like flexible work, job titles, or signing bonuses.
Cortes is studying how social norms shape negotiation behavior. In a survey of 900 business school alumni, she found that just 20% of men and 12% of women negotiated their first job offers – and those who did saw a 10% salary boost on average. Yet even when informed of this data, some women were discouraged from negotiating, simply because it seemed uncommon.
Even when offers seem final, knowing your value and understanding what’s negotiable can turn a good job offer into a great one.
