Money Fix: Aim high in pay talks
For job candidates looking for a higher salary offer, here's an unusual, and not for everyone, technique. When money comes up, just joke that you would really like, say, a million dollars.
Though psychology professor Todd Thorsteinson says he has not studied real-life job negotiations, he does tell of his research with students playing the role of employers and their awarding higher (pretend) salaries after such jocular -- and over-the-top -- requests.
For example, if he were to jokingly ask for $100,000, the employer realizes that's too high and starts adjusting down, which is "cognitively demanding [it requires time and effort]." So they may stop "as soon as they reach a plausible value."
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