One issue in negotiating that I never quite know how to resolve is the tension between two somewhat opposing pieces if advice: never be the first to give a number and use anchoring to establish a price.
These are not in conflict -- the anchoring effect (apparently) does not rely on the numbers being relevant to the discussion. So, prior to the salary discussion, begin a brief digression into astronomy. Then, with large numbers firmly lodged in their mind, make them establish the price.
unknown|11 years ago
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thesteamboat|11 years ago