Is win-win negotiating the best way to increase your salary?


Doesn’t look like it. This study shows that people who pushed for the highest amount — purely out of self-interest — came away with the highest number:

Via Strategy+Business (HT: PsyBlog):

Not surprisingly, the biggest salary increases went to those who negotiated in the most competitive manner, acting purely out of self-interest. This could mean trying to use a job offer from another firm as leverage or even misrepresenting some facts. This type of negotiation often left both sides feeling on edge.

There is a time when win-win is a good idea; when companies really don’t have much money to offer:

Those who were willing to cooperate with their new employer and sacrifice some monetary compensation for non-salary benefits felt better about the outcome and their role at the company. They also gained in other ways. “When they collaborate, they raise their salary a bit; get some non-salary benefits like more vacation, better healthcare, or help with education expenses; and walk away thinking it’s a win-win,” says one of the study’s coauthors, Crystal Harold, an assistant professor at Temple University’s Fox School of Business. When companies don’t have a lot of money to offer, the collaborative approach is an especially useful tool at the negotiating table.

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