题干
Now a new study has showed a key trick in getting the best deal - asking for a range of pay, rather than a single figure.
The research contradicts（与……抵触）traditional wisdom that argues giving a range will automatically cause employers to focus on the lower end of the offer. For instance, if you want $90,000 and you suggest a range between $90,000 and $110,000, the study finds employers are more likely to make a higher offer.
But simply asking for $110,000 in the first place increases the chances of the deal falling apart, as it is a sign that the employee is not open to negotiation（协商）.
The team made the discovery after running a series of experiments involving Amazon Mechanical Turk workers and business school students.
Respondents were asked not only what they thought their negotiation partner's lowest acceptable offer could be, but also questions designed to show how they viewed their partner.
One type of offer, called a “bracketing” range,places the figures on either side of the desired salary. For instance, if you want $90,000, you'd ask for a range of between $80,000 and $100,000. This causes employers to offer the lower end of the scale,but, unlike single figure offers, the deals rarely fall apart as the negotiator is often viewed favourably. “If your goal is to get along with someone without losing money, the‘bracketing' range offers may be a good move,”Dr Ames told the Wall Street Journal.
The“backdown”range offer, meanwhile, uses the target salary as the high figure in the range. For $90 ,000, an employer would ask for a range between $70,000 to $90,000. These range offers , predicta-bly, give the worst results in terms of pay.
However, Dr Ames warns against setting the range too high and says the most successful range is usually within 20 per cent of the target offer.
【小题1】According to traditional wisdom, _____________ .| A．asking for a range of pay works well |
| B．giving a range of pay is open to discussion |
| C．giving a range of pay is not so good an idea |
| D．asking for a range of pay gets you a higher offer |
| A．$70,000- $90,000 | B．$60,000- $80,000 |
| C．$70,000 $80,000 | D．$70,000- $100,000 |
| A．Doubtful. | B．Uninterested. |
| C．Supportive. | D．Negative. |
| A．Employers. | B．Employees. |
| C．Students. | D．Parents. |
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