When a candidate presents a salary range, where will the employer often focus their attention during the initial stages of negotiation?
Answer
The lower end of the stated range
A fundamental aspect of negotiation strategy involves understanding psychological anchoring. When an individual proposes a range, the responding party, in this case the employer, tends to gravitate toward the lower boundary of that proposed range as their initial point of focus. Recognizing this tendency is critical when structuring the range; if the bottom of the range is set too low, the negotiation may become anchored near an unacceptable figure. Consequently, the candidate must ensure that the minimum figure in their stated range is one they would be genuinely satisfied accepting.
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