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.
一項新調查顯示，討好你的上司並不會為你贏得加薪，強勢的談判者才能得到他們想要的東西。
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.
研究人員發現贏得更高薪水最有效的策略是要堅定，“不接受否定的答覆”。該研究認為，發起工資談判並力爭加薪的員工一般都會成功。
Employees who had “done their homework” in advance of negotiations also earned themselves more holidays and perkssuch as mobile phones and company cars.
那些在工資談判之前做了“功課”的員工也能為自己贏得更多的假期，以及諸如手機和公車等福利。
But more risk-averse employees who compromised in the hope of not souring relationships fared the worst as they eventually caved to management wishes.
但是很多員工並不願意冒險，他們唯恐因為談工資而和上司鬧僵，因此這些人在協商中往往表現最差，最後不得不屈從於主管的意願。
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 appraisalsor in interviews, almost never got a raise.
天普大學福克斯商學院和喬治 梅森大學的研究人員發現，那些在考核和面談中避開薪酬討論的員工幾乎從來不會獲得加薪。天普大學位於美國費城，而喬治 梅森大學位於華盛頓特區附近。
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.
研究認為，那些積極爭取加薪的人會比其他人平均每年多賺至少5000美元（合3200英鎊）。以上研究成果發表在《組織行為學雜誌》上。
More “assertive” workers then ended up earning up to $600,000 (￡385,000) more over a 40-year career.
更“強勢”的員工在40年的職業生涯中能多掙60萬美元（合38.5萬英鎊）。
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.
這項研究是基於以下假設進行的：員工每年會有不超過5%的加薪。該研究並沒有深入調查各種職業的收入。
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.
研究還發現，男性和女性員工在要求加薪的時候使用的方法基本相同，這說明瞭事業型女性在談工資的時候和男性一樣“強勢”。
Prof Crystal Harold, from Temple University, said the study wanted to open up the “black box" of the negotiating process.
該研究的作者之一、天普大學的克裏斯托 哈羅德教授說該研究旨在揭開薪酬談判的奧秘。
“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.
哈羅德教授說：“我們的研究結果顯示，對工資談判準備越充分的員工越會使用一些更強勢的策略。”
“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.
“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價值了解得更多，他們做足了‘功課’，說不定還打聽過該公司之前開出的薪酬。
“These individuals were empoweredand were generally more assertive.”
“這些人能控制局勢，所以往往也更強勢。”
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.”
她接著說：“還有，那些態度更強硬的員工往往能成功獲得加薪，他們採取的策略包括不接受否定答覆以及威脅說如果不同意加薪就會終止談判。”
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.
研究人員採訪了149個不同行業的新入職員工，他們在問卷中填寫了他們為獲得加薪所採取的行動。
