Does offering a range of numbers as opposed to one single number help you reach your goal in negotiations? Maybe so. From "Offering a Range of Numbers Can Lead to an Edge in Negotiations" (Mind for Business blog of Association for Psychological Science):
New research from Columbia Business School challenges conventional wisdom about making an initial offer during a negotiation. To get the best deal, you may want to consider offering a range of options rather than a single number.
Whether bargaining for catering, a new car, or a starting salary, psychological scientists Daniel Ames and Malia Mason, found that when bargainers offered a modest range (asking for a starting salary of $50,000 to $54,000, for example) they secured better offers than when they suggested a single “point” number (say, $52,000).
Ames and Mason found that certain types of range offers worked better than others. The most successful strategy was using a “bolstering” range offer, where a negotiator starts with their desired price and stretches it in a more ambitious direction. For example, if your ideal salary is $70,000, your best bet is to suggest a bolstering range of $70,000 to $75,000.
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