Question
The negotiation tactics from "Never Split the Difference" can be applied in salary negotiations in several ways. One tactic is to avoid mentioning a specific salary figure first, instead, let your counterpart do so. Alternatively, you can suggest a salary range with an extreme anchor. For instance, if your goal is $60,000, propose a range of $60,000-$80,000. This approach often results in a higher offer from the employer. This tactic is based on the psychological principle that people are influenced by the first number that gets put on the table, which sets the tone for the rest of the negotiation.
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Another tactic is to avoid mentioning a number or price—let your counterpart be the first to do so. Alternatively, you can allude to a range, but one with an extreme anchor. This can work really well in salary negotiations. Columbia Business School psychologists found that job applicants who named a range received significantly higher overall salaries than those who offered a single number. If your goal is $60,000, give the range of $60,000-$80,000 and they'll likely come back with $60,000—or higher. Give the number $60,000, however, and they'll likely offer you less than that.
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