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salary negotiation

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    Negotiation Frames Entry #0329

    The reason a range signals more than a single figure

    A stated range tells the other side where movement is possible and where it is not. Bracketed offers often settle higher than the equivalent single number.

    Adept
    The hidden part #0329

    A range moves the argument inside the band. It anchors high while appearing to concede, and appearance is what the counterparty answers.

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    Negotiation Frames Entry #0326

    Why the person who names a number first is not always losing

    Folk wisdom says never go first. Research says the first number anchors the entire negotiation, and whoever sets the anchor often sets the outcome.

    Novice
    The hidden part #0326

    Anchoring can outweigh information loss. The person who sets the first number often sets the final one, because every adjustment thereafter begins from their starting point.

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