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The broader implications of using the negotiation tactic of mentioning a range instead of a single number are that it can lead to better outcomes in negotiations. This tactic can be particularly effective in salary negotiations. By providing a range, you set an expectation that is higher than your actual goal. This can lead to a higher final offer from your counterpart. However, it's important to note that the range should be realistic and the lower end should be your actual goal. This tactic also gives the impression that you are flexible and open to discussion, which can facilitate a more positive negotiation process.
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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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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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