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But, by favoring (thiên vị) all those zeros, we may be missing an opportunity (cơ hội) to score a better deal (thỏa thuận tốt hơn), according to a new paper from researchers at Columbia Business School. They found that using more precise (chính xác) numbers in an initial request (yêu cầu ban đầu) —or anchor (mỏ neo), as it is known in negotiating parlance (cách nói) —generally results in a higher final settlement (thỏa thuận cuối cùng cao hơn).

Precision (độ chính xác) conveys the impression (truyền tải ấn tượng) that the job candidate (ứng viên xin việc) has done extensive research (nghiên cứu mở rộng) and deeply understands the market for his services, said Malia Mason, the lead author of the paper and a professor at Columbia who teaches a course on managerial negotiations. When people use round numbers, by contrast (ngược lại), they’re conveying that they have only a general sense of the market rate for their skills (các kỹ năng).

…In one experiment, Ms. Mason and her team had 130 sets of people negotiate the price of a used car. When buyers suggested a round anchor, they ended up paying an average of $2,963 more than their initial offer. But buyers who suggested a precise number for a first offer paid only $2,256 more, on average, than that number in the end.

When it comes to negotiating salary, Ms. Mason’s research indicates that a job candidate asking for $63,500 might receive a counteroffer of $62,000, while the request for $65,000 is more likely to yield a counteroffer of, say, $60,000, as the hiring manager assumes the candidate has thrown out a broad ballpark (sân bóng chày) estimate (ước lượng).