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0 pointsVT_Drew9y ago0 comments

>Generally, in price negotiations it is advantageous to name a number first.

This is absolutely 100% wrong. In price negotiations you will almost always fair better if you force the other party to bring up a number first.

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6 comments · 2 top-level

louisswiss9y ago· 2 in thread

Source?

There is a large body of research which disagrees with you...

Oechssler, Jörg; Roider, Andreas; Schmitz, Patrick W. (2009). "Cognitive abilities and behavioral biases". Journal of Economic Behavior & Organization. 72 (1): 147–152. doi:10.1016/j.jebo.2009.04.018. Jump up ^ Orr, D. & Guthrie, C. (2005). "Anchoring, information, expertise, and negotiation: New insights from meta-analysis". Ohio St. J. Disp. Resol., 597, 21. SSRN 900152 Jump up ^ Kristensen, Henrik; Gärling, Tommy (1997). "The Effects of Anchor Points and Reference Points on Negotiation Process and Outcome". Organizational Behavior and Human Decision Processes. 71 (1): 85–94. doi:10.1006/obhd.1997.2713.

(edit as I can't reply to the child comment: Yes, you're right of course. Put it down to a mix of multitasking, iphone browser and university-instilled fear of using Wikipedia as a source)

VT_DrewOP9y ago

Source right here: http://www.kalzumeus.com/2012/01/23/salary-negotiation/ (and it isn't a wikipedia article)

always_good9y ago

Citation soup doesn't really add anything to a discussion.

Why not link to the Wiki article you copied the sources from? https://en.wikipedia.org/wiki/Anchoring

enraged_camel9y ago· 2 in thread

Exactly. Whoever names a number first puts themselves at a significant disadvantage.

sqeaky9y ago

Why do people, yourself included, insist on taking simple sides on complex issues?

There is no one size fits all to negotiations, there are simply too many. I would be hesitant to even apply some kind of 80/20 rule here. There are many kinds of negotiations and not all follow the same pattern, even if all of them in one person's experience have.

I have succeeded when demanding they present a number and when presenting a number. I think there are other important things in negotiations like how numbers are presented and what else is being exchanged, but I do not have good sources for this last bit outside my own experience.

enraged_camel9y ago

>>I have succeeded when demanding they present a number and when presenting a number.

You can do this if you have a lot of leverage. But if you don't -- and most job seekers don't -- then giving a number first will put you at a disadvantage because it reveals how much you think you are worth and simply gives the other side a starting point from which to bring down the price.

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