Courses / Offer Management Basics
24. Anchoring in Salary Negotiation
The anchoring bias and how an initial number influences negotiation outcomes for offers.
Offer Management & Compensation Basics for Talent Acquisition Specialists
Anchoring in Salary Negotiation
Anchoring is the cognitive bias where the first number mentioned in a salary conversation pulls subsequent offers toward it.
"If I plant a high initial offer, the final salary will likely be closer to that than if I start low."
Anchoring happens when an initial salary figure (or range) becomes the reference point that shapes expectations and adjustments during negotiation, often subconsciously.
"If I plant a high initial offer, the final salary will likely be closer to that than if I start low."
Anchoring happens when an initial salary figure (or range) becomes the reference point that shapes expectations and adjustments during negotiation, often subconsciously.