1 rich Libsyn https://www.libsyn.com 90 600 Nichole explains what anchoring is, why the first number on the table shapes the whole conversation, and how to say your number with confidence and then stop talking. In this episode: What anchoring is: the first number put on the table in a negotiation Why the first number tends to pull the rest of the conversation toward it How the conversation changes when you say “ninety-two thousand” first versus negotiating up from your manager’s lower number Three reasons to say your number first: it keeps you from being anchored below what you deserve, you’ve done more homework than anyone else in the room, and it signals confidence and preparation A simple formula: lead with your reasons, then your number, then stop Choosing a number from the upper part of your range, not the middle or the bottom Why every number in a range should be one you’d be happy with, and why people tend to hold on to the low end Using the pause after your number and letting the silence sit Common mistakes: apologizing before or after your number, softening it with words like “around” or “maybe,” and negotiating against yourself in the silence What to do if your manager asks you to go first How to respond if they come back with a lower number: stay calm and ask, “Help me understand how you landed there” A note on fixed pay bands and focusing on where you land within the band Today’s task: Write your number sentence in two versions, one with a single number and one with a range. Say each out loud, stop, and count to five in your head.&amp;nbsp; Download the 7 Days to Ask for a Raise Challenge to help you confidently ask for a raise&amp;nbsp;here. Connect with Nichole on Instagram&amp;nbsp;@nichole.harrop Future Female Leaders http://www.nicholeharrop.com <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/43695474/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/item/43695474