Study suggests what wins in the art of negotiation

Make a precise offer — whether buying a car or home or negotiating a salary — and you'll seal a strong deal, say two professors at Columbia Business School in New York.

Professors Malia Mason and Daniel Ames said their research shows that asking for a precise dollar amount versus a rounded-off dollar amount can give you the upper hand during any negotiation over a quantity.

"What we discovered is there is a big difference in what most people think is a good strategy when negotiating and what research shows is a good strategy," said Mason. "Negotiators should remember that in this case, zero's really do add nothing to the bargaining table."

The research, to be published in the Journal of Experimental Social Psychology, looks at the two-way flow of communication between 1,254 fictitious negotiators.

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