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9 Science backed tactics for winning a negotiation, Business Insider
Article quotes Professor Leigh Thompson on the "anchoring effect" in salary negotiation. If you start high, the hiring manager may adjust the figure down slightly. But that's typically a stronger position than starting low and trying to negotiate up.
Thompson, Leigh. 2015. 9 Science backed tactics for winning a negotiation. Business Insider. March 23, 2015LINK
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