With so much on the line for job seekers in this difficult
economic climate, a lot of new hires might be wondering how — or whether at all
— to negotiate salary when offered a new position. A recently published study
on the art of negotiation by two professors at Columbia Business School could
help these new hires — and all negotiators — seal a stronger deal than before.
Research conducted by Professors Malia Mason and Daniel Ames
and doctoral students Alice Lee and Elizabeth Wiley finds that asking for a
specific and precise dollar amount versus a rounded–off dollar amount can give
you the upper hand during any negotiation over a quantity.