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Obsolete advice. "Anchoring research helps clarify the question of whether to make the first offer in a negotiation: by making the first offer, you will anchor
by jbellis 13y ago
Obsolete advice.
"Anchoring research helps clarify the question of whether to make the first offer in a negotiation: by making the first offer, you will anchor the negotiation in your favor. In fact, Mussweiler and I have shown that making the first offer affords a bargaining advantage. In our studies, we found that the final outcome of a negotiation is affected by whether the buyer or the seller makes the first offer. Specifically, when a seller makes the first offer, the final settlement price tends to be higher than when the buyer makes the first offer."
http://hbswk.hbs.edu/archive/4302.html http://hbswk.hbs.edu/archive/4302.html
- fist 13y agoDefinitely not obsolete advice. Your link references papers that talking about uneducated buyers buying and selling things (or services like car maintenance). Not the same as applying for a job. If you try to anchor too high when asking for a job you won't be considered for it because they think that you want more money than they can afford to pay.