Comment by justinlloyd | Hacker News Reader

Comment by justinlloyd | Hacker News Reader

Parent Full thread

Every time I negotiate a job offer I use something like "two hundred and sixty two thousand and seven hundred dollars as my final figure" or "You'd need to increase that compensation by at least nineteen thousand four hundred dollars."

The precise number indicates confidence in my research and it gets past the other person's resistance point. They focus on the weird number rather the actual round amount. "And four hundred dollars? laughs I'm sure we can do that."

This is also a stronger negotiation tactic than asking for the whole amount. They offer 180k but you really want 210k? "To make me feel comfortable I'd need to see that number adjusted by thirty four thousand and six hundred dollars."

I am on the fence about numbers that are alliterative. They sound good, but they let people latch on to the sound which you don't want. You want them focused on the smaller number and get them to say "yes" to that, because then their brain won't let them say "no" after they've thought about it. In their mind, they are committed to that course of action then.

Also works for buying anything that you have to haggle over, like antiques, like the glass fronted antique cabinets we want. Four of them. $11,200 in total according to the ticket price. "Would you be willing to throw in all four for $8,760?" Slaps hand on desk as I say the final number. Sold! Lowest they could go was $10,500 just moments before.

Works every time, ninety percent of the time.

> Works every time, ninety percent of the time.

ITYM 91.4% of the time

A recent study shows that made up statistics are more believable if you use a very precise number. And emphasize the word "point."

Another study I read some years ago that I can probably never find again, but I am sure you are already aware of because you seem interested in this sort of thing, showed that by quoting the p value as less than 0.1% added unsubstantiated authority to the numbers.

Anecdotally though I prefer putting the statement about the p value before the statistical number.

Some guys out of Harvard, for their final year thesis that got some massive government grant demonstrated that bequeathing knowledge on the other person in the form of positive attributes, such as already having read a study, increased the chance that your statements would be believed. Especially if you use mirroring and nod as you are saying it so that they nod, and thereby agree, along with you.

Also, throwing in the fact that you personally disagree with the study you read, or point out that you think the methodology employed had some flaws, or that the results were not as conclusive as the authors claim, adds even more authority to your citing of the study.

> Another study I read some years ago ... I am sure you are already aware of because you seem interested in this sort of thing,

> demonstrated that bequeathing knowledge on the other person in the form of positive attributes, such as already having read a study, increased the chance that your statements would be believed

Well now.

Surely you read the study? I admit it was a bit obtuse in its conclusions, but you have to agree, yes, their methodology was sound. Just look at the p value!

You can laugh at it, but this stuff actually works.

Can you explain alliterative numbers?

I don't want thirty-three-thousand dollars.

I want thirty-two-thousand and nine-hundred dollars.

I want thirty-four-thousand and one-hundred dollars.

The human brain is good at picking up on alliteration, you don't want them focusing on the alliterative number, you want them focused on the smaller "hundred dollar" number.

Unless your hundred dollar number is alliterative. I want thirty-four-thousand and twenty-two dollars. But generally I only use that when buying antiques.

I assume they mean numbers that form an alliteration when spoken.

So Three Hundred and Twenty-two Thousand, Four hundred Fifty-Four.

Reply on news.ycombinator.com