A closer look
First number mentioned in a salary conversation can quietly shape your income for years, even if you know negotiation psychology. This is anchoring: once a figure is on the table, both sides unconsciously work around it, treating it as a reference. Companies often ask for your current salary or expectations first to set that anchor low. When you answer directly, you are negotiating against yourself. Flip the script by asking about the role budget before naming a figure: What range have you allocated for this position? If they insist, give a researched range, not a single number, with a floor you can live with and a ceiling that feels slightly uncomfortable to say. Remember that future raises and bonuses are often percentage-based; a small win today compounds over time. You are not being greedy; you are defending the baseline of your entire future with that first anchor.
