When entering into salary negotiations, a new employee requests a figure higher than what she really wants, and the manager offers a figure lower that what she is prepared to offer. These people are using which of the following heuristics?
A) The representativeness heuristic.
B) The anchoring and adjustment heuristic.
C) The availability heuristic.
D) The framing effect.

Question

Quizplus · Accepted Answer

The anchoring and adjustment heuristic is at play here, where both parties start with an initial number (anchor) and adjust from that point during negotiations.

When Entering into Salary Negotiations, a New Employee Requests a Figure