Question

While negotiating salary with your prospective employer, if you suggest an initial target salary of $55,000, your employer will consider $50,000 to $60,000 a reasonable range for negotiation, but if you mention $55,650, your employer is more likely to consider $55,000 to $56,000 the range of likely values for negotiation. In this example your employer is exhibiting the ________ bias. confirmation impact anchoring availability hindsight

Answer 1

Answer:

anchoring

Explanation:

The anchoring bias refers to the psychological tendency to favor the first data given to us or the first information that we know.

This applies to situations where you are the supplier of labor or the seller of goods. When you suggest an initial salary, your recruiter or future employer will use the amount you tell him/her as the reference. In this case, since the number is just in between $50,000 and $60,000, the employer will consider that salary range. Instead, if you just change the salary by a small bit, to $55,500, the employer will consider a higher range. Generally employers will try to negotiate down to feel that they made a good deal.

The anchoring bias is usually a very successful sales technique because consumers tend to fix a normal price and compare it to a sales or discount price and believe that the discount is significant.