People who study negotiation have this concept called the “anchoring effect”—the first number that gets thrown out becomes very prominent in the other party’s m

People who study negotiation have this concept called the “anchoring effect”—the first number that gets thrown out becomes very prominent in the other party’s mind and affects their view of the deal. If I’m on the “employee” side of the negotiation, I want that first number to be as high as I can reasonably justify.