Two employees sit in adjacent cubicles. They have the same job title, the same performance reviews and the same years of experience. One earns $15,000 more than the other. The difference is not luck or favoritism — it is negotiation skills.
Most people accept whatever salary their employer offers and wonder why their paychecks feel inadequate. Meanwhile, a smaller group confidently discusses compensation, presents compelling cases for raises and walks away with better deals. The gap between these groups often comes down to business communication skills. The Murray State University (MSU) Master of Business Administration (MBA) online programs develop these capabilities.
Why MBA Skills Give You Negotiation Leverage
Business education fundamentally changes how you approach salary discussions. Instead of hoping for generosity, you learn to make data-driven arguments that employers can defend to their supervisors.
Harvard Business School research shows 85% of people who negotiate their salary receive at least some of what they ask for, yet only 30% of employees even attempt negotiation. A ResumeGenius survey found that 78% of new hires who negotiated starting pay received better offers than initially proposed. Skills developed in MBA programs give professionals a competitive advantage during salary negotiations. They include:
- Strategic thinking for identifying optimal timing and approach
- Financial analysis capabilities for researching market rates
- Communication expertise for presenting data-backed cases
- Negotiation frameworks learned through business simulations
- Confidence in professional discussions developed through rigorous training
The Strategic Communication course prepares students to communicate with various stakeholders while advancing their objectives — exactly what salary negotiation requires. Throughout the program, Murray State online MBA students gain hands-on experience practicing their communication skills.
Research Your Worth Like You Are Analyzing a Market
Salary negotiation starts with market research, using the same analytical approach MBA students apply to business opportunities. You need concrete data, so use Salary.com, PayScale and Glassdoor to identify compensation ranges for your position and experience level. Look into what local competitors offer and your company’s recent financial performance.
Research industry averages for your role and experience level, geographical cost of living differences and your organization’s typical pay increase patterns. Evaluate where your specific skills position you within these ranges and document specialized certifications or rare skill combinations that differentiate you. This analytical rigor provides a stronger foundation for negotiating while demonstrating the thinking that justifies higher pay.
Present Your Case With MBA-Level Documentation
Building a compelling case requires systematic documentation of your contributions. Reflect on specific accomplishments that helped your company achieve goals, especially those directly bringing revenue. Focus on key components for effective skills evaluation and document measurable achievements demonstrating organizational impact.
Then transform raw data into compelling narratives connecting your individual contributions to business outcomes. Instead of “managed social media accounts,” present “increased social media engagement by 45%, generating 23% more qualified leads and $180,000 additional revenue.” To demonstrate your results-driven orientation, documentation should include:
- Revenue generation showing sales figures or business development
- Cost savings detailing process improvements or expense reductions
- Performance metrics from previous evaluations and goal completion records
- Leadership examples highlighting projects managed or launched
- Professional development showing certifications earned or skills acquired
Apply Strategic Communication to Salary Discussions
The negotiation conversation requires careful planning and strategic execution. Set a realistic baseline and a stretch goal representing your ideal outcome. Practice your presentation with trusted colleagues and time your request strategically. Schedule discussions when your manager can focus, typically mid-week and midday. Avoid high-stress periods or immediately after company setbacks.
Lead with your value proposition, support it with concrete examples and connect contributions to organizational goals. Companies usually offer 3-5% pay increases on average, so set realistic expectations. Interestingly, ResumeGenius’ survey revealed that while 51% of men negotiate starting salaries compared to 39% of women, when women do negotiate, 82% see offers improve versus 76% of men. Preparation and strategy matter more than natural tendencies.
Turn Rejection Into Future Success
Not every negotiation succeeds immediately, but MBA-trained professionals understand setbacks provide valuable intelligence. When employers decline requests for raises, shift to alternative compensation like additional paid time off, flexible scheduling, professional development funding or stock options. Or consider requesting performance-based bonuses tied to specific achievements.
Ask about timeline expectations and performance benchmarks supporting your next request. Consider proposing performance-based increases tied to measurable goals, reducing employer risk while providing clear targets. Document your discussions and follow up with written summaries ensuring accountability for future conversations.
Strategic Investment in Your Future
Remember those two employees in identical cubicles? The one earning $15,000 more did not get lucky. They learned to research market rates, document their value and communicate strategically with decision-makers.
These are exactly the skills Murray State University’s online MBA students develop. The difference between earning what you deserve and settling for what you are offered often comes down to preparation and confidence in business conversations.
Learn more about Murray State University’s MBA online programs.
