London: A study has shown that out of people looking for a pay raise, those who pursue it aggressively are the ones who get it.
The study found that those ‘who don’t take no for an answer’ are far more likelier to get what they want. Employees who had “done their homework” in advance of negotiations also earned themselves more holidays and perks such as mobile phones and company cars.
Researchers from Temple University’s Fox School of Business, Philadelphia and George Mason University, near Washington DC, discovered that workers who avoided salary discussions at appraisals or in interviews, almost never got a raise.
Those who actively sought out a rise earned an average 5000 dollars more every year than those who didn’t. More “assertive” workers then ended up earning up to 600,000 dollars more over a 40-year career.
They also found that career-driven women were just as “competitive” during salary negotiations.
“Our results suggest (workers) who were more prepared for the negotiation process were able to use more assertive strategies,” the Telegraph quoted Professor Crystal Harold as saying.
“By prepared, I mean those who learned more about the market value of their position, did their homework on the organisation and perhaps inquired about previous offers made about the organisation.
“These individuals were empowered and were generally more assertive. Furthermore (workers) who use a more competitive strategy, such as not taking no for an answer, threatening to withdraw from the process if the offer was unacceptable, were most successful in raising their salary,” she added.
However, she added that aggressive tactics could sometimes backfire and so, “collaboration” negotiation might be more useful. This would mean listing your demands with a caveat that times may be tough but that you hoped for a compromise.
The study is published in the Journal of Organizational Behaviour.
ANI
By clicking “Accept All Cookies”, you agree to the storing of cookies on your device to enhance site navigation, analyze site usage, and assist in our marketing efforts.
Cookies Setting
By clicking “Accept All Cookies”, you agree to the storing of cookies on your device and the processing of information obtained via those cookies (including about your preferences, device and online activity) by us and our commercial partners to enhance site navigation, personalise ads, analyze site usage, and assist in our marketing efforts. More information can be found in our Cookies and Privacy Policy. You can amend your cookie settings to reject non-essential cookies by clicking Cookie Settings below.
Manage Consent Preferences
Strictly Necessary Cookies
These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site will not then work or you may not be able to login.
Functional Cookies
These cookies enable the website to provide enhanced functionality and personalisation. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies then some or all of these services may not function properly.
Targeting Cookies
These cookies may be set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant adverts on other sites. They are also used to limit the number of times you see an advert as well as help measure the effectiveness of an advertising campaign. They do not store directly personal information, but are based on uniquely identifying your browser and internet device. If you do not allow these cookies, you will experience less targeted advertising.
Performance Cookies
These cookies allow us to count visits and traffic sources so we can measure and improve the performance of our site. They help us to know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies we may not know when you have visited our site, and may not be able to monitor its performance.