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>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 b

by VT_Drew 10y ago

>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.

louisswiss 10y ago
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)
- always_good 10y 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 https://en.wikipedia.org/wiki/Anchoring
- VT_Drew 9y ago
  Source right here: http://www.kalzumeus.com/2012/01/23/salary-negotiation/ http://www.kalzumeus.com/2012/01/23/salary-negotiation/ (and it isn't a wikipedia article)
enraged_camel 10y ago
Exactly. Whoever names a number first puts themselves at a significant disadvantage.
- sqeaky 10y 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_camel 10y 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.
    - raarts 10y ago
      So if you make the other party go first they will come up with a very low number forcing you to put effort into talking it up. And that is better because??

by VT_Drew 10y ago

louisswiss 10y ago

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)

always_good 10y 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 https://en.wikipedia.org/wiki/Anchoring
VT_Drew 9y ago
Source right here: http://www.kalzumeus.com/2012/01/23/salary-negotiation/ http://www.kalzumeus.com/2012/01/23/salary-negotiation/ (and it isn't a wikipedia article)

enraged_camel 10y ago

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

sqeaky 10y 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_camel 10y 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.
  - raarts 10y ago
    So if you make the other party go first they will come up with a very low number forcing you to put effort into talking it up. And that is better because??