Should salary negotiations be a laughing matter?

Thanks to the anchoring effect, joking about how much you’d like to earn could win you more money in your next job, according to new research.

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Article Excerpt

In salary negotiations, job candidates are often at a disadvantage relative to the hiring organization. Due to the well-documented anchoring effect, the first figure introduced into the discussion tends to strongly influence the final outcome. Unfortunately for candidates, the first figure mentioned in a negotiation often is not in their favor.

For example, when opening salary

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