The Psychology of the First Number
Anchoring is a cognitive bias where the first number introduced in a negotiation disproportionately influences the final outcome. If a recruiter says "We were thinking $160k," your counter-offer will be mentally evaluated relative to $160k — even if the market rate is $190k. The anchor shapes the entire conversation.
The recruiter's playbook:
Recruiters are trained to get you to name a number first. Common tactics include:
- "What are your salary expectations?"
- "What are you currently making?"
- "What range were you hoping for?"
Each of these is designed to get you to set a low anchor before they reveal their budget.
Your counter-tactics:
Option 1 — Deflect and flip:
"I'd rather understand the full scope of the role before discussing numbers. What is the budgeted range for this position?"
Option 2 — Name a high anchor with justification:
"Based on my research and the market for this role in [city/remote], I'm targeting $195k base. I'm flexible depending on the total package."
Naming a high anchor with a rationale (market data, competing offers, your research) is more effective than deflecting indefinitely. It sets the ceiling of the negotiation in your favor.
The counter-offer formula:
When you receive an offer, your counter should be:
1. Specific — not a range. Ranges anchor to the bottom. Say "$195k" not "$185k–$200k."
2. Justified — cite market data or a competing offer. "Based on [Company X]'s offer and Levels.fyi data for this level, I was expecting $195k."
3. Collaborative in tone — "I'm very excited about this role. I want to make this work. Can we get to $195k?"
The silence rule:
After you name your counter, stop talking. The next person to speak loses negotiating ground. Silence feels uncomfortable, but it is pressure on them, not you.