How to Use the Anchoring Bias for Negotiating Salary

When it comes to negotiating salary, most of us need all the help we can get. I'm convinced that 90% of learning how to negotiate is just getting past the implosive mixture of feelings that keep you from asking in the first place: guilt, shame, inadequacy,...

read more

Why “Grow Thicker Skin” Is Bad Advice

Sensitivity isn't exactly embraced in our culture. It's considered weak, whiny, and vulnerable. It's much better to be impassive, indifferent, and thick-skinned. Here's another idea. "Grow thicker skin" is some of the most useless advice around on how to deal with...

read more

How to Become a Freelance Writer With No Experience

When I graduated college, I got a job as a technical writer. I signed an apartment lease, wrote "technical writer" as my occupation, and my friend Nolan looked at it and said: "Dude, you're a writer!" Um, I guess, I told him. Does that really count, though? ...

read more

How to Book a Private Stonehenge Tour

A few years back, I was lucky enough to visit a spot that's on many a bucket list: Stonehenge. Travel snobs will tell you it's overrated and there are better places to visit. Maybe I'm basic, but you have to be pretty spoiled not to appreciate the prehistoric splendor...

read more

How Inertia Can Wreck Your Finances

As a journalist with mild social anxiety, I often dread interviewing people in person. It makes me nervous, I worry I won't ask the right questions, and I'll look dumb. Don’t get me wrong, every time I interview someone, I’m glad to have done it. Not only do I get...

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Why “Being Present” Is So Difficult

Back in the day, I used to go to loud, crowded, sweaty concerts. It was never really my thing, I mostly hugged the wall and gripped my drink, but a friend in our circle was so into it. One night, jumping around, he turned to me and shouted, "Man, this is my element!"...

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kristinwong

Hey! I'm Kristin. I've written stuff all over the place, including Lifehacker, NBC News, Fox Digital, and more. Here, I share everything I learn about how to freelance, from managing money to digital nomading to figuring out why the Wi-Fi isn't working. Want to learn more? Start here.

What You're Saying

  • Steve from Arkansas: Enjoyed that post. I successfully negotiated my starting salary up by 25x throughout my career...
  • Done by Forty: Anchoring is real! It has a ton of impact on negotiations: we adjust our expectations based on that...
  • GK: I moved to NYC last year in July with no credit history in the US. Only Bank that offered me a credit card was...
  • Done by Forty: First, congratulations on the book deal! Count Mrs. Done by Forty and I in for one copy. (And we...
  • Alex: Where do you recommend I place my money if I’m saving for larger purchases (in excess of $5,000?) Why do...

How to Use the Anchoring Bias for Negotiating Salary

When it comes to negotiating salary, most of us need all the help we can get. I’m convinced that 90% of learning how to negotiate is just getting past the implosive mixture of feelings that keep you from asking in the first place: guilt, shame, inadequacy, intimidation. There are, however, a few negotiating tips and tricks that can help you beat the fear and find the courage to ask.

Negotiating Salary anchoring bias

I recently wrote an article over at New York Magazine on how some states and cities are banning the job history question in interviews. In some areas, employers can no longer ask questions like “how much did you earn in your last job?”

Whether or not you agree with this kind of legislation, it’s important for job seekers because of something called the anchoring bias. I was fascinated at how effective anchoring can be in the negotiating salary.

Learn How the Bias Works

The anchoring bias is the tendency to rely too heavily on one piece of information to form a decision about another. You’ve encountered whether you realize it or not.

Let’s say you go to dinner. You want Buffalo Wild Wings but your friend insists on a new fancy restaurant in town, Le Cigare Volant. So you go, reluctantly, and vow to get your wing fix another time. You sit down, look at the menu and, oh hey, they have a special highlighted–yowza! $50 for a steak? Only an idiot would spend that much on a steak, you think. You peruse the rest of the menu. Oh hey, there’s a cheeseburger for $14. That’s much less than $50. That’s not too bad, you think, and you buy the cheeseburger.  read more…

How to Use the Anchoring Bias for Negotiating Salary

When it comes to negotiating salary, most of us need all the help we can get. I'm convinced that 90% of learning how to negotiate is just getting past the implosive mixture of feelings that keep you from asking in the first place: guilt, shame, inadequacy,...

read more

Why “Grow Thicker Skin” Is Bad Advice

Sensitivity isn't exactly embraced in our culture. It's considered weak, whiny, and vulnerable. It's much better to be impassive, indifferent, and thick-skinned. Here's another idea. "Grow thicker skin" is some of the most useless advice around on how to deal with...

read more

How to Become a Freelance Writer With No Experience

When I graduated college, I got a job as a technical writer. I signed an apartment lease, wrote "technical writer" as my occupation, and my friend Nolan looked at it and said: "Dude, you're a writer!" Um, I guess, I told him. Does that really count, though? ...

read more

How to Book a Private Stonehenge Tour

A few years back, I was lucky enough to visit a spot that's on many a bucket list: Stonehenge. Travel snobs will tell you it's overrated and there are better places to visit. Maybe I'm basic, but you have to be pretty spoiled not to appreciate the prehistoric splendor...

read more
kristinwong

Hey! I'm Kristin. I've written stuff all over the place, including Lifehacker, NBC News, Fox Digital, and more. Here, I share everything I learn about how to freelance, from managing money to digital nomading to figuring out why the Wi-Fi isn't working. Want to learn more? Start here.

What You're Saying

  • Steve from Arkansas: Enjoyed that post. I successfully negotiated my starting salary up by 25x throughout my career...
  • Done by Forty: Anchoring is real! It has a ton of impact on negotiations: we adjust our expectations based on that...
  • GK: I moved to NYC last year in July with no credit history in the US. Only Bank that offered me a credit card was...
  • Done by Forty: First, congratulations on the book deal! Count Mrs. Done by Forty and I in for one copy. (And we...
  • Alex: Where do you recommend I place my money if I’m saving for larger purchases (in excess of $5,000?) Why do...