Yes we all know that 'laughter is the best medicine' but i wonder how effective and appropriate it is when negotiating your next salary review?
In a study conducted in the U.S. it was considered that individuals who jokingly suggest they wish/expect to receive a high salary increase, are more likely to actually secure a better rate than if they where otherwise!
The study which involved 206 university students required the group to determine the starting salary of a hypothetical administrative assistant who was well qualified and had previously earned $US29,000. The students came up with an average of $US35,523 for candidates who kiddingly said they’d like to make $US100,000, but just $US32,463 for the others.
Why did it work? apparently because due to the mentioning an extreme figure in jest, it can set a high ‘anchor’ for the final offer while minimising negative reactions from the employer. Almost like setting a high target provides more scope (or room to move) in the negotiations!
The trick of course is for HR professionals to be prepared for employees to perhaps push the boundaries (having their tongue firmly planted in their cheek)... and so HR must maintain the Company's position on what increases are available and in keeping with what the Company can actually afford.
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