ST. LOUIS MO – Planning to negotiate a raise? Try not to discuss it with the boss in his or her office, a new study by an organizational behavior expert suggests.
“Parties who negotiate on their home field can be expected to claim between 60 percent and 160 percent more value than the visiting party,” says Dr. Markus Baer, an assistant professor of organizational behavior at Washington University in St. Louis.
His latest study, titled “Location in Negotiation: Is There a Home-Field Advantage?,” demonstrates that those who haggle on turf they know win more often. Its findings “suggest location is an important factor to consider when examining forces (that shape) outcomes of distributive negotiations and, therefore, should be incorporated into existing approaches to negotiation,” Baer writes in the paper.
The conclusion was based on three separate experiments conducted by Baer and his research partner, Dr. Graham Brown of the University of British Columbia.
There’s good news for the visiting party, though. The confidence of the person entering negotiations as an outsider can go a long way in leveling the playing field.
“Confidence plays a critical role in any negotiation, regardless of where it takes place,” Baer says. “Anything a person entering a negotiation can do to boost his or her confidence is a good thing. Something as simple as participating in negotiation training may work to minimize the disadvantage of negotiating on someone else’s home turf.”
Photo from the University of Iowa