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NextGen Magazine


New Research Might Give You the Upper Hand in Salary Talks

Jason Wong
Published Date:
May 13, 2015

Salary NegotiationsNew research suggests that you’ll have more success scoring a desired amount during salary talks if you make it the starting point of a range, rather than ask for it outright, according to Time. In other words, if you want a salary of $72,000, you’re more likely to get it if you ask a prospective employer for between $72,000 and $76,000.

The study, conducted by professors at Columbia Business School, found that offering a range makes you seem more cooperative and flexible—a smart move if the employer prizes adaptability in an employee, Malia Mason, one of the authors, said. It also makes it harder for your potential boss to counter with a much lower number without seeming discourteous.

However, she added, context counts. A previous study Mason conducted found that offering a precise, unrounded figure, like $72,500, might show that you’ve done your homework and are  informed about the value of the position. That could help if the job seems more geared towards preparedness and knowledge.