A new study shows that only aggressive negotiators get what they want. Researchers found the most effective strategies for securing a bigger salary were to be aggressive and "not take no for an answer". Workers who began 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. But more employees who compromised in the hope of not worsening relationships fared(进展)the worst as they eventually caved in(屈服)to management wishes.

   Researchers discovered that workers who avoided salary discussions in interviews, almost never got a raise.

   Their study found those who actively sought out a raise earned an average $ 5000 more every year than those who didn't. 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.

   Professor Crystal Harold 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 aggressive strategies," said Professor Harold. "By 'prepared', I mean those who learned more about the market value of their positions, did their homework on the organization and perhaps inquired about previous offers made about the organization. These individuals were empowered and were generally more aggressive." She added, "Furthermore, workers who used a more competitive strategy, such as not taking no for an answer, threatening to withdraw from the process if the offer was unacceptable, were 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 raise.