A new study in the Journal of Organizational Behavior shows that workers who pursue a raise aggressively, are more likely to get what they want.
The influence of individual differences and negotiation strategies on starting salary outcomes was investigated. A sample
of 149 newly hired employees in various industry settings participated in this study. Results indicated that those who chose to negotiate increased their starting salaries by an average of $5000. Individuals who negotiated by using competing and collaborating strategies, characterized by an open discussion of one's positions, issues, and perspectives, further increased their salaries as compared to those who used compromising and accommodating strategies. Individual differences, including risk-aversion and integrative attitudes, played a significant role in predicting whether or not individuals negotiated, and if so, what strategies they used. Copyright © 2009 John Wiley & Sons, Ltd.