Being nice to your boss won't get you a pay rise, according to a new study showing that only aggressive negotiators get what they want。

　　Researchers found the most effective strategies for securing a bigger salary were to be assertive and “not take no for an answer”. Workers who initiated pay negotiations and pursued a raise aggressively had the most success, the study found。

　　Employees who had “done their homework” in advance of negotiations also earned themselves more holidays and perks such as mobile phones and company cars。

　　But more risk-averse employees who compromised in the hope of not souring relationships fared the worst as they eventually caved to management wishes。

　　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。

　　Their study, published in the Journal of Organizational Behavior, found those who actively sought out a rise earned an average $5000 (£3,200) more every year than those who didn’t。

　　More “assertive” workers then ended up earning up to $600,000 (£385,000) more over a 40-year career。

　　This was based on the assumption that workers were given annual pay rises of up to five per cent although the research did not explore career earnings。

　　They also found almost no difference between methods in male and female workers, suggesting that career-driven women were just as “competitive” during salary negotiations。

　　Prof Crystal Harold, from Temple University, said the study wanted to open up the “black box" of the negotiating process。

　　“Our results suggest (workers) who were more prepared for the negotiation process were able to use more assertive strategies,” said Prof Harold, the study’s co-author。

　　“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。”

　　She added: “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。”

　　The researchers interviewed 149 newly hired workers from different industries, who were asked to fill out questionnaires asking them what they did to earn a pay rise。

　　一項新調查顯示，討好你的上司并不會(huì )為你贏(yíng)得加薪，強勢的談判者才能得到他們想要的東西。

　　研究人員發(fā)現贏(yíng)得更高薪水最有效的策略是要堅定，“不接受否定的答復”。該研究認為，發(fā)起工資談判并力爭加薪的員工一般都會(huì )成功。

　　那些在工資談判之前做了“功課”的員工也能為自己贏(yíng)得更多的假期，以及諸如手機和公車(chē)等福利。

　　但是很多員工并不愿意冒險，他們唯恐因為談工資而和上司鬧僵，因此這些人在協(xié)商中往往表現最差，最后不得不屈從于主管的意愿。

　　天普大學(xué)?？怂股虒W(xué)院和喬治•梅森大學(xué)的研究人員發(fā)現，那些在考核和面談中避開(kāi)薪酬討論的員工幾乎從來(lái)不會(huì )獲得加薪。天普大學(xué)位于美國費城，而喬治•梅森大學(xué)位于華盛頓特區附近。

　　研究認為，那些積極爭取加薪的人會(huì )比其他人平均每年多賺至少5000美元(合3200英鎊)。以上研究成果發(fā)表在《組織行為學(xué)雜志》上。

　　更“強勢”的員工在40年的職業(yè)生涯中能多掙60萬(wàn)美元(合38.5萬(wàn)英鎊)。

　　這項研究是基于以下假設進(jìn)行的：?jiǎn)T工每年會(huì )有不超過(guò)5%的加薪。該研究并沒(méi)有深入調查各種職業(yè)的收入。

　　研究還發(fā)現，男性和女性員工在要求加薪的時(shí)候使用的方法基本相同，這說(shuō)明了事業(yè)型女性在談工資的時(shí)候和男性一樣“強勢”。

　　該研究的作者之一、天普大學(xué)的克里斯托•哈羅德教授說(shuō)該研究旨在揭開(kāi)薪酬談判的奧秘。

　　哈羅德教授說(shuō)：“我們的研究結果顯示，對工資談判準備越充分的員工越會(huì )使用一些更強勢的策略。”

　　“在對薪酬談判的準備上，我指的是這些人對自身職位的市場(chǎng)價(jià)值了解得更多，他們做足了‘功課’，說(shuō)不定還打聽(tīng)過(guò)該公司之前開(kāi)出的薪酬。

　　“這些人能控制局勢，所以往往也更強勢。”

　　她接著(zhù)說(shuō)：“還有，那些態(tài)度更強硬的員工往往能成功獲得加薪，他們采取的策略包括不接受否定答復以及威脅說(shuō)如果不同意加薪就會(huì )終止談判。”

　　研究人員采訪(fǎng)了149個(gè)不同行業(yè)的新入職員工，他們在問(wèn)卷中填寫(xiě)了他們?yōu)楂@得加薪所采取的行動(dòng)。