During salary negotiations, some career advisors recommend that the jo

Question

During salary negotiations, some career advisors recommend that the job seeker allow the company to make the initial salary offer. Proponents of this approach assert that making an initial offer that is too high or too low can hurt a party’s position. For example, if a job seeker initially requests a lower salary than the employer was prepared to provide, then the end result is likely to be a lower final salary offer than might have been attained had the candidate allowed the company to start the negotiations. Thus, the party that initially does not name a salary is in a better position to protect its interests even while allowing the opposing side to feel more in control of the negotiations.

Critics of this approach emphasize the importance of anchors, cognitive focal points that direct any given negotiation. Under the anchoring principle, the initial offer becomes the number to which all other numbers are compared. The party who makes the initial offer is able to define the range of the negotiation and thereby has more significant influence over the final deal. In order to avoid undermining their own interests, job seekers would purposely start negotiations at a higher than-expected anchor point, but not a point so high that the company in question balks at negotiating entirely.

Harvard Law School’s  Program on Negotiation  suggests one further step: establish an anchor without making an explicit offer. A candidate might mention, for instance, that a colleague recently accepted a similar position at a specified salary or that the average salary for people with similar qualifications falls within a particular range. Such anchoring tactics may diminish the sometimes adversarial effect of a direct offer.   1 
 1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
(D) To offer a counterexample to the principle discussed in the prior paragraph
(E) To provide additional guidance regarding the operation of the anchoring principle

2 
 2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position 
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable

3 
 3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
(B) a salary similar to that of someone who allowed the company to set the initial anchor point
(C) a lower salary than he would have secured if he had offered a higher starting level
(D) a higher salary than he would have secured if he had offered a higher starting level
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer

4 
 4. The author cites the Program on Negotiation ( Highlighted ) in order to

(A) establish that a reputable institution supports one negotiation method over another 
(B) acknowledge a controversy associated with a particular negotiation method
(C) demonstrate that a single negotiation method is not sufficient for all possible situations
(D) assert that one negotiation method is markedly superior to another
(E) introduce an additional tactic for use with a specific negotiation method

RC Butler Competition 2021  -  Participate and Win!   
Passage # 5 Date: 5-Jan-2021
 This question is a part of RC Butler Competition 2021 .  Click here for Details

Sajjad1994 · Accepted Answer

Official Explanation

1. Which of the following best describes the purpose of the third paragraph of the passage?

Difficulty Level:   Medium

Step 1: Identify the question.

The language purpose of the third paragraph in the question stem indicates that this is a Paragraph question.

Step 2: Find the support.

Review your notes on the third paragraph or glance back at the first sentence or two of the paragraph.

Step 3: Predict an answer.

The paragraph suggests one further step to what was discussed in the prior paragraph. In other words, the paragraph is elaborating on the anchoring principle. The correct answer should convey this idea.

Step 4: Eliminate and find a match.

(A)  Paragraph 3 discusses a particular tactic for the anchoring principle; it does not discuss a separate principle. Further, the passage does not say that this tactic is the best of any tactic.

(B)  The second paragraph might be interpreted as arguing this for the anchoring principle, but the third paragraph does not do this (nor does the passage as a whole conclude this).

(C)  The paragraph suggests that this is or should be one concern of a job candidate, but it provides no information that it should be the primary concern.

(D)  This choice directly contradicts the passage. The third paragraph supports the second paragraph. The third paragraph provides a refinement, or further step, that can be taken with the anchoring principle introduced in the second paragraph.

(E)   CORRECT.  The third paragraph describes an additional way in which the anchoring principle can be used effectively.

Answer: E

2. According to the passage, the proponents of the two theories differ in that

Difficulty Level:   Medium

Step 1: Identify the question.

According to the passage indicates that this is a Specific Detail question.

Step 2: Find the support.

Return to your notes summary for this question. The first paragraph summarizes the position of the first group and the second and third paragraphs summarize the position of the second group.

Step 3: Predict an answer.

One group thinks that the job seeker should let the company offer first. The other group thinks that the job seeker should offer first and should specifically offer a salary at the high end of an acceptable range.

Step 4: Eliminate and find a match.

(A)  The first paragraph does mention a party that declines to make the initial offer, but only at first. If one side never speaks, it’s impossible to negotiate! The passage doesn’t indicate that either side supports remaining silent throughout the
negotiation.

(B)  Both groups think that their theory will help the job seeker.

(C)  One group does believe in setting a high anchoring point, but the other does not believe in setting a low anchoring point.

(D)   CORRECT.  The anchoring group does believe that the party making the opening offer is in the stronger position. The other group does believe that making the opening offer puts that party in a weaker position.

(E)  The passage does not say that either group believes in an adversarial approach to negotiations.

Answer: D

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

Difficulty Level:   Hard

Step 1: Identify the question.

The word suggests indicates that this is an Inference question.

Step 2: Find the support.

Support can be found in lines:

“Under the anchoring principle, the initial offer becomes the number to which all other numbers are compared. The party who makes the initial offer is able to define the range of the
negotiation and thereby has more significant influence over the final deal. In order to avoid undermining their own interests, job seekers would purposely start negotiations at a higher-than expected anchor point, but not a point so high that the company in question balks at negotiating entirely.”

Step 3: Predict an answer.

The anchoring strategy is to figure out a reasonable salary range and then start the negotiation by offering something at the high end (but still reasonable/within range). According to the theory, the job seeker will end up with a better salary in the end because he will have established a high anchor point around which future counteroffers will be based.

So what might happen if someone offers only a modest salary level to start? This scenario is basically what the proponents of the first theory fear: If you start too low, you are more likely to end up with a lower salary than you might otherwise have gotten (after all, the company is unlikely to make a​counteroffer that is higher than what you initially propose!).

Step 4: Eliminate and find a match.

(A)  Extremely low is lower than modest (which is low but not extremely so). Thus, the modest initial offer would anchor at a higher point and would likely lead to a higher salary in the end than an extremely low initial offer would.

(B)  According to the anchoring principle, making a modest offer initially will set a low anchor for the negotiations and will likely lead to a lower outcome. Allowing the company to make the initial offer runs the risk of establishing a low anchor as well, because the company wants to offer as little as it can to secure the candidate. However, the passage offers no way to compare these two effects.

(C)   CORRECT.  The anchoring principle says that if you start with a higher offer, you’ll be more likely to end up with a higher salary in the end. If you start with a more modest salary, then, you’ll be likely to end up with a lower offer instead.

(D)  The anchoring principle says the opposite: If the initial offer is too modest, then he will likely end up with a lower offer.

(E)  The anchoring principle is theorized to work to the candidate’s benefit when he starts with a high offer, not a modest offer. It is not clear from the passage whether setting a modest anchor would result in a higher salary than allowing the company to make the initial offer.

Answer: C

4. The author cites the Program on Negotiation (Highlighted) in order to

Difficulty Level:   Easy

Step 1: Identify the question.

The in order to language indicates that this is a Specific Purpose question.

Step 2: Find the support.

Because the citation is at the beginning of a paragraph and this is a Why question, remind yourself of the purpose of the prior paragraph. The second half of paragraph 2 (lines 19–30) introduces the anchoring principle and explains how it works. Continue by reading text referred to in the question.

“Harvard Law School’s Program on Negotiation suggests one further step: establish an anchor without making an explicit offer. A candidate might mention, for instance, that a colleague recently accepted a similar position at a specified salary, or that the average salary for people with similar qualifications falls within a particular range. Such anchoring tactics diminish the sometimes adversarial effect of a direct offer.”

Step 3: Predict an answer.

The third paragraph introduces one further step to follow when using the anchoring principle. The information, then, elaborates on the principle introduced in the previous paragraph.

Step 4: Eliminate and find a match.

(A)  The passage doesn’t indicate that Harvard’s Program on Negotiation prefers one method to the other.

(B)  Although the sometimes adversarial effect might be viewed as a potential controversy, a controversy associated with a negotiation method would be a debate about its efficacy or its side effects. The fact that a direct offer sometimes has an adversarial effect is not presented as a controversy itself.

(C)  This choice may be true in the real world, but the passage itself does not say this. Moreover, in this context, the word demonstrate is a synonym of prove; you would need a level of mathematical certainty to demonstrate, or prove, this.

(D)  The information from the Program on Negotiation does not in any way denigrate (or even mention!) the other method (i.e., letting the other party make the first offer).

(E)   CORRECT.  The given information does represent an additional tactic that can be used with one of the methods presented in the passage: namely, being the first to set an anchor in salary negotiations.

Answer: E

Vie3nrose · Answer

Question 1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed
 INCORRECT   -- PG3 makes no claim that this approach is the best. Instead, it suggests this approach as a way to "diminish the sometimes adversarial effect of a direct offer" (last sentence).

(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary
 INCORRECT   -- PG2 discusses how anchoring can lead to a higher salary, but this isn't brought up again in PG3. Instead, PG3 focuses on how one can establish an anchor in a non-explicit (and non-adversarial) way.

(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
 INCORRECT   -- The author did not explicitly state that minimizing adversarial effects  should  be the candidate's primary concern, but suggests a strategic way to do so (inherently assuming this is a concern for many readers), which helps to strengthen the theory introduced in PG2.

(D) To offer a counterexample to the principle discussed in the prior paragraph
 INCORRECT   -- PG3 suggests a tactical approach to anchor in a non-adversarial way. This is both in line with PG2, and also helps strengthen the theory introduced in PG2 (not a counter-example).
 
 (E) To provide additional guidance regarding the operation of the anchoring principle
 CORRECT   -- PG3 provides helpful guidance on tactical ways to anchor in a non-adversarial way (which may help convince readers of the effectiveness and adoptability of the anchoring theory).

Question 2. According to the passage, the proponents of the two theories differ in that
 
(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
 INCORRECT   -- Nowhere in the passage does the author discuss staying silent vs active conversations. Instead, the focus is on which party in the conversation is "anchoring" first.

(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
 INCORRECT   -- The passage is concerned with achieving the best outcome for the job seeker, so both theories are discussed with a lens on what will be the most advantageous for the job seeker.

(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
 INCORRECT   -- One group believes that a job seeker should offer the first number so that a high anchoring point can be set (PG2), while the other group believes that the job seeker should let the company make the first offer to avoid suggesting a number is lower than what the company would have been prepared to offer (PG1).

(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position
 CORRECT   -- One group believes that the party making the starting offer can "anchor" the discussions higher/ lower than it otherwise would have been (PG2), while the other group believes that the party starting the negotiate might accidentally offer a number higher/lower than what the other party would have been willing to accept (PG1).

(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable
 INCORRECT   -- PG3 suggests a tactical approach to anchor in a non-adversarial way, but there is no mention of another theory that promotes an adversarial approach.

Question 3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with
 
(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
 INCORRECT   -- PG2 suggests that "The party who makes the initial offer is able to define the range", so a candidate that offers a modest number would likely end up with a  higher  salary than a candidate offering a very low number

(B) a salary similar to that of someone who allowed the company to set the initial anchor point
 INCORRECT   -- Based on the anchoring principal, it would be in the company's best interests to offer an extremely low number. Assuming going first gave them the advantage, the candidate would may end up with a lower salary than if they had set the anchor themselves with a more modest number.

(C) a lower salary than he would have secured if he had offered a higher starting level
 CORRECT   -- By anchoring at a "modest" number, the range of possibilities is now lower than if he had started off negotiations in a higher ballpark.

(D) a higher salary than he would have secured if he had offered a higher starting level
 INCORRECT   -- By anchoring at a "modest" number, the range of possibilities is now  lower  than if he had started off negotiations in a higher ballpark.

(E) a higher salary than he would have secured if he had allowed the company to make the initial offer
 INCORRECT   -- Although this can be true if the company is trying to anchor in a low range, however it is possible that a low range for the company may still be higher than what the candidate himself would have have considered a modest number.

Question 4. The author cites the Program on Negotiation (Highlighted) in order to
 
(A) establish that a reputable institution supports one negotiation method over another
 INCORRECT   -- although this implication may indeed strengthen the theory in PG2 over the theory in PG1, the main purpose of this paragraph was to make a recommendation that could help make the anchoring strategy even more effective

(B) acknowledge a controversy associated with a particular negotiation method
 INCORRECT   -- This program is in line with the theory just mentioned in PG2 (and helps strengthen it further), so the focus here is not on controversy.

(C) demonstrate that a single negotiation method is not sufficient for all possible situations
 INCORRECT   -- PG3 doesn't go into detail on different possible situations, so in fact it does seem to assume that this anchoring tactic may be sufficient for all situations.

(D) assert that one negotiation method is markedly superior to another
 INCORRECT   -- PG3 makes no argument on whether this tactic is superior vs others, but instead focuses on how it can help minimize the adversarial effect of direct offers.

(E) introduce an additional tactic for use with a specific negotiation method
 CORRECT   -- PG3 borrows Harvard's program to introduce an additional strategy to drive effective negotiations using the "anchoring" method

Sumi1010 · Answer

Short note on the passage :

P1 - Career advisors : job seeker allow the company to make the initial salary offer.
P2 - Critics - anchoring principle- The party who makes the initial offer has more significant influence over the final deal.
P3 - HLSP suggestion : anchor without making an explicit offer help lower down the anchoring effect.

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To  argue  that Harvard Law School’s principle  is the best  of the principles discussed
 The author does not argue. Nor does author says HLSP the best. It just tries to provide the details of various approaches. 
(B) To conclude that following the anchoring principle is  more likely to result in a higher starting salary 
 Anchoring principle just says about the influence of the party that makes initial offer. Higher salary expectation by the jobseekers is  an example  to showcase it. 
(C) To suggest that diminishing any potential adversarial effects should be the  primary concern of the candidate 
 If at all, the concern should be mutual to both the parties and not just the candidate. The passage does not support it. 
(D) To offer a  counterexample  to the principle discussed in the prior paragraph
 The passage is not focussed to offer counterexamples. 
(E) To provide additional guidance regarding the operation of the anchoring principle
 The passage,in last, tries to eliminate the adverse impacts of anchoring principle mentioned in previous paragraph.

E

2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that  necessary 
 The critics state that the party who makes the initial offer has more significant influence. They don't emphasize the importance of active conversation. 
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the  best possible salary outcome for the company 
 The other group believes that the party who makes the initial offer has more significant influence.It could be jobseeker or the company. 
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
 The first group does not talk on anchoring point.  
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position
 Correct. The critics believe that the party to make the starting offer has the stronger negotiating position. The advisors believe that the job seeker allow the company to make the initial salary offer as they themselve may have weaker negotiating position.  
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable
 It's the HLSP suggestion and not any groups belief to have non-adversarial approach.

D

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A)  a lower salary  offer  than  he would have secured if he had made an initial offer that was  extremely low 
 Anchoring principle gives more control to the candidate in negotiation. He can end up getting closer to the offer he made in the beginning. 
(B) a salary  similar to   that of someone who allowed the  company to set the initial anchor point 
 Anchoring principle gives more control to the candidate in negotiation. 
(C) a lower salary than he would have secured if he had offered a higher starting level
 Correct. The modest initial offering will give him lower salary than an offer with a higher starting level. 
(D)  a higher salary  than he would have secured if he had offered a higher starting level
 The starting point becomes the criteria and negotiations may bring down the deliberately offered higher level. 
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer
 We have no idea what the company might have offered considering its own interest.

C

4. The author cites the Program on Negotiation (Highlighted) in order to

(A) establish that a reputable institution supports one negotiation method over another
 The Harvard Law School’s Program on Negotiation does not absolutely supports the anchoring principle. 
(B) acknowledge a  controversy  associated with a particular negotiation method
 There is no controversy with the anchoring principle.  
(C) demonstrate that a single negotiation method is not sufficient for all possible situations
 The program does not question the anchoring principle but its adverse effects. 
(D) assert that one negotiation method is markedly  superior  to another
 The Harvard Law School’s Program on Negotiation does not absolutely supports the anchoring principle. 
(E) introduce an additional tactic for use with a specific negotiation method
Correct.  The Harvard Law School’s Program on Negotiation tries to mitigate the adverse effects of the anchoring principle..

E

BIDJI23 · Answer

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed
 It's not an argument. 
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary
 We can inferred this maybe. I keep it if I do not find better. 
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
 It's not the primary concern of the candidate 
(D) To offer a counterexample to the principle discussed in the prior paragraph
 This is not the idea here 
(E) To provide additional guidance regarding the operation of the anchoring principle
 I think we have it. The 3rd paragraphs tries to extend the idea of anchoring.

1-->E

2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
 Silence is not the problem here 
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
 We are talking about who takes the lead in the nagociation. 
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
 Is it? I feel not both group take into account the anchoring. 
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position
 Yes. This is it. Who starts the negotiation, gets or not the edge. 
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable
 This is not THE problem here.

2-->D

The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
 He starts the deal. And by starting it, he defines a range. So could be up or lower to his initial offer. No the good prop'. 
(B) a salary similar to that of someone who allowed the company to set the initial anchor point
 That could be. If the company sets the anchor point with this principle then, the company defines the range. And there is a big chance that the company won't offer a high salary at first. So if the candidate does offer a modest salary, it plays a bit the role of the company here. So this answer is a good candidate. 
(C) a lower salary than he would have secured if he had offered a higher starting level
 Could be but maybe not. The range is the key I guess. 
(D) a higher salary than he would have secured if he had offered a higher starting level
 Idem as C 
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer
 And if the company offers an even lower salary and starts with it. Not sure the candidate will get more.

3-->B

4. The author cites the Program on Negotiation (Highlighted) in order to

(A) establish that a reputable institution supports one negotiation method over another
 Is it a support or a suggestion? I guess the second one. OUT 
(B) acknowledge a controversy associated with a particular negotiation method
 Controversy here? No 
(C) demonstrate that a single negotiation method is not sufficient for all possible situations
 Yes that's true. But not good here 
(D) assert that one negotiation method is markedly superior to another
 There is no comparaison 
(E) introduce an additional tactic for use with a specific negotiation method
 That's exactly the idea of the author. It's another tactic introduced here

4-->E

GargieMahajan · Answer

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed  there is no emphasis on the superiority of HBS principle rather a suggestion is put forward. (Incorrect)  
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary  author does not emphasise on the superiority of the principle rather puts forward a suggestion on the anchoring method (Incorrect)  
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate - Reducing the adversial effect isn't the primary concern rather a suggestion.  (Incorrect)  
(D) To offer a counterexample to the principle discussed in the prior paragraph-  it is an extended and furnished example to the prior passage  (Incorrect)  
(E) To provide additional guidance regarding the operation of the anchoring principle  Yeah correct; Guidance= suggestion  (Correct )

IHO answer is E.

2. According to the passage, the proponents of the two theories differ in that

relate to the second and third paragraph.

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary - both parts wrong as first believes in direct anchoring while second emphasises on non-adversal effect.  (Incorrect)  
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company  second part is wrong as it is no where mentioned that outcome will be best for the company (Incorrect)  
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set -  it is an extreme statement, cannot be necessarily true  (Incorrect)  
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position  yeah because in the first deal explicit offer is made while in the second deal explicit offer is not made. (CORRECT)  
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable  -it is the consequence of how they deal not their prefernce  (Incorrect)

IHO answer is  D

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with
 the initial offer becomes the number to which all other numbers are compared.
 
(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low -  opposite ( Incorrect) 
(B) a salary similar to that of someone who allowed the company to set the initial anchor point -  cannot say with surety, can be higher also (Incorrect) 
(C) a lower salary than he would have secured if he had offered a higher starting level -  Correct  
(D) a higher salary than he would have secured if he had offered a higher starting level-  opposite (Incorrect) 
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer-  cannot say with surety, can be higher also (Incorrect)

IHO answer is  C.

4. The author cites the Program on Negotiation (Highlighted) in order to
 author intends to provide a less likely adversarial strategy by mentionting HBS program. 
 
(A) establish that a reputable institution supports one negotiation method over another - No, just a recomendation is provided. (Incorrect)  
(B) acknowledge a controversy associated with a particular negotiation method  -no the author does acknowledge a cotroversy with this principle  (incorrect)  
(C) demonstrate that a single negotiation method is not sufficient for all possible situations -  the doesn't mention possible situations,  incorrect.  
(D) assert that one negotiation method is markedly superior to another  - too strong statement  (Incorrect)  
(E) introduce an additional tactic for use with a specific negotiation method -yes, true  (Correct)

IMO answer is  E .

RashmikaAnegama · Answer

1 (A) To argue that Harvard Law School’s principle is the best of the principles discussed 
 It is not making any argument as such. Moreover, it's just mentioning, Such anchoring tactics may diminish the sometimes adversarial effect of a direct offer. So we can eliminate A
(B)  To conclude that following the anchoring principle is more likely to result in a higher starting salary 
Anchoring principle is discussed in para 2, not in the 3rd para, so we can eliminate B
(C)  To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate 
 Although it's talking about potential adversarial effects, it's not mentioning that it should be the primary concern of the candidate.
 So we can eliminate C.
(D)  To offer a counterexample to the principle discussed in the prior paragraph  
 It's not a counterexample, it's just providing the other way/tactic. So we can eliminate D.
(E)  To provide additional guidance regarding the operation of the anchoring principle. 
 The anchoring principle was discussed in the prior para and it's providing additional guidance by talking about Harvard's principle.
 So, the answer is E

2 (B)  one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company 
 Notice the lines in the end of the para 1, which says -  while allowing the opposing side to feel more in control of the negotiations. 
which supports  its theory will lead to the best possible salary outcome for the job seeker 
 The party who makes the initial offer is able to define the range of the negotiation and thereby has more significant influence over the final deal.  These lines in the para 2 says that  its theory will lead to the best possible salary outcome for the company 
(C)  one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set 
The given passage doesn't mention about setting low anchor points, so C can be eliminated
(D)  one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position 
This is a half right, half wrong answer type. No group believes to make the starting offer has the weaker negotiating position
(E)  one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable 
No group says that adversarial negotiating approach is preferable. So eliminate E

3 (C)  a lower salary than he would have secured if he had offered a higher starting level 
If he began with negotiations offering a modest salary level, then he would end up with lower salary, as the numbers are around his starting point, if he start high, he will get high.
(A)  a lower salary offer than he would have secured if he had made an initial offer that was extremely low 
(B)  a salary similar to that of someone who allowed the company to set the initial anchor point 
(D)  a higher salary than he would have secured if he had offered a higher starting level 
(E)  a higher salary than he would have secured if he had allowed the company to make the initial offer

4 (E)  introduce an additional tactic for use with a specific negotiation method 
(A)  establish that a reputable institution supports one negotiation method over another 
It's not supporting entirely but it just suggesting
(B)  acknowledge a controversy associated with a particular negotiation method 
It's not acknowledging any controversy
(C)  demonstrate that a single negotiation method is not sufficient for all possible situations 
It's not demonstrating any thing as such
(D)  assert that one negotiation method is markedly superior to another 
again, it's just suggesting a tactic

TarunKumar1234 · Answer

Summary:  Author talk about 2 views of Negotiations
 1st view:  Don't start first, the starter may end up lower salary, example shared and concluded to wait for other to start.
 2nd view:  Start with Anchoring principle using range. And, Do start with higher salary points, to get on better salary.
Last paragraph, it gives a study for How to use Anchoring principle better. Just take an example of a colleague in similar role and use it for reference.

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed -> No, It was never said.
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary ->No! It is never mentioned as.
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate -> Incorrect.
(D) To offer a counterexample to the principle discussed in the prior paragraph -> Actually, It is supporting the prior paragraph. Incorrect.
(E) To provide additional guidance regarding the operation of the anchoring principle ->  Yes. It is correct.

2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary -> It is not exactly true. 1st group suggest, not to start first, never said about being silent.
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company -> No. Incorrect.
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set -> It is part of the passage only.
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position ->  True, as per summary. 
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable -> Incorrect.

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low -> No. we are not sure.
(B) a salary similar to that of someone who allowed the company to set the initial anchor point -> It is suggestion from a study. Incorrect.
(C) a lower salary than he would have secured if he had offered a higher starting level->  Correct. So, the author suggest to start from High anchor point. 
(D) a higher salary than he would have secured if he had offered a higher starting level -> No. we are not sure.
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer -> No. we are not sure.

5. The author cites the Program on Negotiation (Highlighted) in order to

(A) establish that a reputable institution supports one negotiation method over another -> No, it is not.
(B) acknowledge a controversy associated with a particular negotiation method -> No, it is not.
(C) demonstrate that a single negotiation method is not sufficient for all possible situations -> No, it is not.
(D) assert that one negotiation method is markedly superior to another-> No, it is not.
(E) introduce an additional tactic for use with a specific negotiation method ->  Yes. It is addition tactic suggested.

Deepakjhamb · Answer

1. Which of the following best describes the purpose of the third paragraph of the passage?

answer is  e)To provide additional guidance regarding the operation of the anchoring principle

lets eliminate 4 options and choose the right one

(A) To argue that Harvard Law School’s principle is the best of the principles discussed:  This is extreme language , nowhere some comparison marker of being the best principle is discussed in the passage  
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary :  in the passage it just mentions that Such anchoring tactics may diminish the sometimes adversarial effect of a direct offer. so this is also an extreme language case where no such position of higher starting salary is stated  
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate :  primary concern of candidate language is outside the scope of passage and hence ruled out  
(D) To offer a counterexample to the principle discussed in the prior paragraph :  this is not a counterexample to principle discussed in prior para and is just additional guidance on top of it  
(E) To provide additional guidance regarding the operation of the anchoring principle :  this is the answer with right precision in language used to portray that that establishing an anchor without making an explicit offer is one step further .

2. According to the passage, the proponents of the two theories differ in that

answer is d)one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary :  no where in passage remaining silent or doing active conversations is mentioned as 2 theories supported by proponents , actually as per passage theories are based on who establishes anchor point first and how it effects the negotiating position of that party  
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company - nowhere in the passage best possible salary outcome is mentioned as the effect of the 2 theories , slightly modified language on better negotiating position is used , so this is ruled out  
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set:
 its not about high or low anchoring points , the theories differ on who establishes the anchor point first  
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position :  this is the language with right precision and is consistent with the passage that theories are based on who establishes anchor point first and how it effects the negotiating position of that party 
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable :  adversarial or non -adversarial negotiating approach being preferable is not the topic of contention

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

answer is b) a salary similar to that of someone who allowed the company to set the initial anchor point

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low :  the first para just says that to begin with too lower or too high anchor point may hurt the party's negotiating position ,had the candidate allowed the company to start the negotiations, so this cannot be inferred  
(B) a salary similar to that of someone who allowed the company to set the initial anchor point :
 as we can eliminate all other options , this seems to be the safest one as if job seeker does not start with too high or too low salary anchor , he will maintain his negotiating position  
(C) a lower salary than he would have secured if he had offered a higher starting level :  this comparison cannot be concluded from the passage as it only states that too lower or too high anchor point may hurt the party's negotiating position , had the candidate allowed the company to start the negotiations 
(D) a higher salary than he would have secured if he had offered a higher starting level:  this comparison cannot be concluded from the passage as it only states that too lower salary or too high may hurt the party's negotiating position ,had the candidate allowed the company to start the negotiations 
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer :
 this comparison cannot be concluded from the passage as it only states that too lower salary or too high may hurt the party's negotiating position , had the candidate allowed the company to start the negotiations

4. The author cites the Program on Negotiation (Highlighted) in order to

answer is e)introduce an additional tactic for use with a specific negotiation method

(A) establish that a reputable institution supports one negotiation method over another :  nowhere one negotiation method over other is supported , its just adds a further step  
(B) acknowledge a controversy associated with a particular negotiation method :  the purpose is not to acknowledge any controversy in particular nego method , its just adds a further step 
(C) demonstrate that a single negotiation method is not sufficient for all possible situations :  nowhere is that done in order to demonstrate that a single nego method is not sufficient for all possible situations, it just adds a further step 
(D) assert that one negotiation method is markedly superior to another :  nowwhere it suggests that one negotiation method is superior to another , it just says that establish an anchor without making an explicit offer 
(E) introduce an additional tactic for use with a specific negotiation method :  precision in language seems reasonable to suggest that
its a further one step to the specific anchoring negotiation technique, so this is the answer

Neha2404 · Answer

Answer
1-E
2-D
3-C
4-E

IMO-E
Supporting lines;-Harvard Law School’s Program on Negotiation suggests one further step: establish an anchor without making an explicit offer

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed-
INCORRECT:-IN RC avoid the use of superlative degree. The passage doesnot say that Harvard law school"s principle is best principle

(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary
INCORRECT:-Harvard Law school isn't provide support to anchoring principle.it

(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
INCORRECT Harvard school principlal says that Such anchoring tactics may diminish the sometimes adversarial effect of a direct offer. but it is not
say anything about candidates primary concern

(D) To offer a counterexample to the principle discussed in the prior paragraph
INCORRECT- Harvard principle offer a example about diminish the sometimes effect of a direct offer

(E) To provide additional guidance regarding the operation of the anchoring principle 
CORRECT:-According to supporting lines it is correct

IMO -D
2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
INCORRECT Paragarph doesnt mentioned that remaining silent is the better way to negotiate,

(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
INCORRECT:-both theory is related with jobseeker but no mentioned in theory about best possible outcome

(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
INCORRECT:- Passage doent mentioned it

(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position
CORRECT ANCHORING group believes that the party to make the starting offer has the stronger negotiating position and other believe that the party to make the starting offer has the weaker negotiating position

(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable
INCORRECT:- In passage adersarial and non adversial approach not mentioned

IMO-C

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
INCORRECT:- Theory sayS salary will be low but not say that it is Extremely low

(B) a salary similar to that of someone who allowed the company to set the initial anchor point
INCORRECT:-Theory sayS salary will be low not similar

(C) a lower salary than he would have secured if he had offered a higher starting level
CORRECT:-theory say salary will be low than he would have secured

(D) a higher salary than he would have secured if he had offered a higher starting level
INCORRECT:-Anchoring principle says opposite

(E) a higher salary than he would have secured if he had allowed the company to make the initial offer
INCORRECT:-180 Degree answer

IMO-E
SUPPORTING:-Harvard Law School’s Program on Negotiation suggests one further step: establish an anchor without making an explicit offer.
 Such anchoring tactics may diminish the sometimes adversarial effect of a direct offer.

4. The author cites the Program on Negotiation (Highlighted) in order to

(A) establish that a reputable institution supports one negotiation method over another:
INCORRECT:-Author not say that according to Harvard principle prefer one negotiation method over another:

(B) acknowledge a controversy associated with a particular negotiation method
INCORRECT:-No acknowledgement of controversy is mentioned in highlighted tax

(C) demonstrate that a single negotiation method is not sufficient for all possible situations
incorrect:-Harvard principle not demonstrate that a single negotiation method is not sufficient for all possible situation

(D) assert that one negotiation method is markedly superior to another
INCORRECT:-Harvard principle NOT assert that one negotiation method is markedly superior to another
 
(E) introduce an additional tactic for use with a specific negotiation method
CORRECT:-According to above stated supporting line we can infer that Harvard principle introduce additional tactic for specific negotiation

Tahamohsin · Answer

1. Which of the following best describes the purpose of the third paragraph of the passage?

1=E

(A) To argue that Harvard Law School’s principle is the best of the principles discussed
  Although the author favor the HLS's principle, never stated that it is the best.
"Best" is making extreme.

(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary
  The author didn't conclude that following the anchoring principle is more likely to result in a higher starting salary in the third para.

(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
  the word "Primary" makes it wrong. The passage doesn't state that diminishing any potential adversarial effects should be the primary concern of the candidate

(D) To offer a counterexample to the principle discussed in the prior paragraph
  Completly wrong. there is no counterexample in the 3 para.

(E) To provide diminishing any potential adversarial effects should be the primary concern of the candidate
  Yes, the third para gives the diminishing any potential adversarial effects should be the primary concern of the candidate

2. According to the passage, the proponents of the two theories differ in that  
  2=D  
(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
  One group does not believe that remaining silent is the better way to negotiate and the other group also not believes that active conversations are necessary. Wrong

(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
   One group does not believe that its theory will lead to the best possible salary outcome for the job seeker, and the other group also not believes that its theory will lead to the best possible salary outcome for the company

(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
  No wrong. One group does not believe that a high anchoring point should be set, and the other group also not believes that a low anchoring point should be set.

(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position 
  Correct. The second para stated that the party to make the starting offer has the stronger negotiating position, and the first para stated that the party to make the starting offer has the weaker negotiating position

(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable
  Again, wrong. The one group does not believe that an adversarial negotiating approach is preferable, and the other group also not believe that a non-adversarial approach is preferable

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with  
  3=C

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
  Doesn't make sense. Think about how can a job candidate who begins negotiations by offering a modest salary level will likely end up a lower salary offer than he would have secured if he had made an initial offer that was extremely low.

(B) a salary similar to that of someone who allowed the company to set the initial anchor point
  The passage doesn't say that if a job candidate who begins negotiations by offering a modest salary level will likely end up with a salary similar to that of someone who allowed the company to set the initial anchor point
  
(C) a lower salary than he would have secured if he had offered a higher starting level
  Correct, the anchoring principle says that the initial offer becomes the number to which all other numbers are compared.

(D) a higher salary than he would have secured if he had offered a higher starting level
  Wrong if a job candidate who begins negotiations by offering a modest salary level will likely end up with a lower offer.

(E) a higher salary than he would have secured if he had allowed the company to make the initial offer
  I am not sure about this, but a job candidate who begins negotiations by offering a modest salary level will likely end up with a higher salary.

4. The author cites the Program on Negotiation ( Highlighted ) in order to 
  4=E

(A) establish that a reputable institution supports one negotiation method over another 
   The author cites Harvard Law School for support of one theory, but not in comparison to other.

(B) acknowledge a controversy associated with a particular negotiation method
  There is no controversy with a particular negotiation method

(C) demonstrate that a single negotiation method is not sufficient for all possible situations
  this choice is closed but not the answer. the author doesn't use Harvard Law School to demonstrate that single negotiation method is not sufficient for all possible situations

(D) assert that one negotiation method is markedly superior to another
  No the author never stated that second theory is superior to other.

(E) introduce an additional tactic for use with a specific negotiation method
  Yes, the author uses Harvard Law School's tactic as an addition to the theory that was described in the second para. .

Pankaj0901 · Answer

ANSWER IMO:
E D E E

Summary:
P1: Job seeker should allow company to make an initial offer. Followed by reasons that supports this claim.
P2: Anchor approach- critics to P1. The party who initiates the negotiation has an advantage.
P3: Supports the claim made in P2 by example from HBS

Explanation:

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the best of the principles discussed
  It is wrong to conclude that HBS's principle is the best. Rather, providing support to the approach mentioned in P2 is the primary objective. WRONG 
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary
 P3 doesn't conclude the "higher starting salary". Rather it can save from adverse situation. WRONG 
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
 The passage does mention that potential adversarial effects can be avoided if the suggested approach is followed. However, it does not state that diminishing adversarial effects "should be the primary concern." 
(D) To offer a counterexample to the principle discussed in the prior paragraph
 There is counter example to the prior paragraph. Rather it supports it. 
(E) To provide additional guidance regarding the operation of the anchoring principle
 Correct. It does provide additional guidance regarding how adding a few more lines in the anchoring principle can help.

2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
 Wrong. Option D explains the 2 proponents clearly. It is all about who starts the negotiation, the two proponents are basis that. 
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
 Wrong 
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
 Wrong 
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position
 Correct. 
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable
 Wrong

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
 Wrong. Anchor principle should lead to a higher salary to the person who starts the negotiation. 
(B) a salary similar to that of someone who allowed the company to set the initial anchor point
 Wrong. same as A 
(C) a lower salary than he would have secured if he had offered a higher starting level
 Wrong. Same error as A and B 
(D) a higher salary than he would have secured if he had offered a higher starting level
 Wrong. It doesn't compare with the higher starting salary point. 
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer
 CORRECT. As the anchor concept states that a job seeker should initiate the negotiation than letting the company to start. This should result in higher offer to the candidate.

4. The author cites the Program on Negotiation (Highlighted) in order to

(A) establish that a reputable institution supports one negotiation method over another
 Wrong. It rather intends to support the anchor concept.  
(B) acknowledge a controversy associated with a particular negotiation method
 Wrong. There is not such a controversary here. 
(C) demonstrate that a single negotiation method is not sufficient for all possible situations
 Wrong. It doesn't "demonstrate". 
(D) assert that one negotiation method is markedly superior to another
 Wrong. 
(E) introduce an additional tactic for use with a specific negotiation method
 Correct. IMO- The intention is to introduce an additional tactic for the anchor method.

rocky620 · Answer

Para-1  - One approach on salary negotiations - Proponents views - and pros
 Para-2  - Opponents view on above approach - What are the pros & cons of their approach
 Para-3  - Harvard Negotiation program - How the cons in the approach of the opponents can be reduced.

1. Which of the following best describes the purpose of the third paragraph of the passage?

The third para deals with   The program on negotiations   is mentioned in order to suggest an extra step on "anchoring technique" during negotiations, which may reduce its (Anchoring technique's) negative effects and in turn may favor the candidate/employer.

(A) To argue that Harvard Law School’s principle is the best of the principles discussed.....  It just provides an extra edge. Eliminate  
(B) To conclude that following the anchoring principle is more likely to result in a higher starting salary......  It may result in a higher starting salary. But the likelihood cant be judged. Eliminate  
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate........  If that is so, why not go with the first technique (let the HR make the first move). Eliminate  
(D) To offer a counterexample to the principle discussed in the prior paragraph........  It actually provides a support (no matter how minimalist), but there is not counter. Eliminate  
(E) To provide additional guidance regarding the operation of the anchoring principle.......  Yes, this matches the above mentioned reasoning. Keep It

2. According to the passage, the proponents of the two theories differ in that

Proponent Theory-1  - Candidate should let the employer make the first offer - As a result his chances of getting the job are more, but might receive less salary; The same can be the case with the employer (but in his/her benefit).
 Proponent Theory-2  - Candidate should make the first offer (set anchor) - As a result he might receive higher salary, than what he would have got, had he let the employer set the anchor

On the above reasoning lets just eliminate.

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary......  . Eliminate  
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company.......  . Eliminate  
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set.....  . Eliminate  
(D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position.....  Keep It  
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable........  . Eliminate

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

Anchoring Principle is mentioned in Second paragraph and an additional tactic to use it, for favorable outcome (might) is discussed in third para.
  Second Para -   If one negotiator has made the initial offer, keeping in mind an initial anchor, he will have an upper hand as he can the negotiate in some standard deviations with this anchor. But, if the anchor is set too high/too low the other party may walk out.
  Third Para -   While setting the anchor if you consider certain points: Qualifications, Position, Market Standards etc: the chances that the other party will walk out might be reduced.

With this reasoning only choice B sees to be certain.

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low.....  . Eliminate  
(B) a salary similar to that of someone who allowed the company to set the initial anchor point.....  Keep It  
(C) a lower salary than he would have secured if he had offered a higher starting level.....  . Eliminate  
(D) a higher salary than he would have secured if he had offered a higher starting level.....  . Eliminate  
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer.....  . Eliminate

4. The author cites the Program on Negotiation (Highlighted) in order to

The reasoning for this question is the same as that for ques1. So we can simply eliminate choices.

(A) establish that a reputable institution supports one negotiation method over another.....  . Eliminate  
(B) acknowledge a controversy associated with a particular negotiation method.....  . Eliminate  
(C) demonstrate that a single negotiation method is not sufficient for all possible situations.....  . Eliminate  
(D) assert that one negotiation method is markedly superior to another.....  . Eliminate  
(E) introduce an additional tactic for use with a specific negotiation method.....  Keep It

IMO Options E, D, B, E

Sajjad1994 · Answer

Hello Everyone!

This is a sweet passage and is a good example of the real GMAT questions. First two questions are of medium difficulty while the last two are easy IMO. In first questions C and E are close options while in second A and D are close IMO. Overall this is an easy-medium level passage so I expect everyone has got all correct.

Here are my comments!

Vie3nrose  excellent!

Sumi1010  Good to see the passage summary. Good explanation.

BIDJI23  I don’t know with what approach you picked up B is question #3, It is an easy question in my opinion. Average explanation.

RashmikaAnegama  You got second one wrong, read it once more I hope you will come to know where you did mistake.

TarunKumar1234  well there are not author’s own views rather he/she provide us two different theories/approaches on a subject.

Deepakjhamb  I think 3rd question was not that kind of tough to be missed, but good luck for the next one.

Neha2404  Good work.

Tahamohsin  Excellent!

Thank you

hientranzx · Answer

1. Which of the following best describes the purpose of the third paragraph of the passage?

(A) To argue that Harvard Law School’s principle is the  best  of the principles discussed
(B) To conclude that following the anchoring principle is  more likely to result  in a higher starting salary
(C) To suggest that diminishing any potential adversarial effects should be the primary concern of the candidate
(D) To offer a counterexample to the principle discussed in the prior paragraph
 (E) To provide additional guidance regarding the operation of the anchoring principle 
 Harvard Law School’s Program on Negotiation suggests one further step: establish an anchor without making an explicit offer.

2. According to the passage, the proponents of the two theories differ in that

(A) one group believes that remaining silent is the better way to negotiate, while the other group believes that active conversations are necessary
(B) one group believes that its theory will lead to the best possible salary outcome for the job seeker, while the other group believes that its theory will lead to the best possible salary outcome for the company
(C) one group believes that a high anchoring point should be set, while the other group believes that a low anchoring point should be set
 (D) one group believes that the party to make the starting offer has the stronger negotiating position, while the other group believes that the party to make the starting offer has the weaker negotiating position 
 1. Thus, the party that initially does not name a salary is in a better position to protect its interests even while allowing the opposing side to feel more in control of the negotiations.
2. The party who makes the initial offer is able to define the range of the negotiation and thereby has more significant influence over the final deal. 
(E) one group believes that an adversarial negotiating approach is preferable, while the other group believes that a non-adversarial approach is preferable

3. The passage suggests that, when following the anchoring principle, a job candidate who begins negotiations by offering a modest salary level will likely end up with

(A) a lower salary offer than he would have secured if he had made an initial offer that was extremely low
(B) a salary similar to that of someone who allowed the company to set the initial anchor point
 (C) a lower salary than he would have secured if he had offered a higher starting level 
 In order to avoid undermining their own interests, job seekers would purposely start negotiations at a higher than-expected anchor point 
(D) a higher salary than he would have secured if he had offered a higher starting level
(E) a higher salary than he would have secured if he had allowed the company to make the initial offer

4. The author cites the Program on Negotiation (Highlighted) in order to

(A) establish that a reputable institution supports one negotiation method  over another 
(B) acknowledge a  controversy  associated with a particular negotiation method
(C) demonstrate that a  single negotiation method is not sufficient for all possible situations 
(D) assert that one negotiation method is markedly  superior to another 
(E) introduce an  additional tactic  for use with a specific negotiation method

VerbalBot · Answer

Automated notice from GMAT Club VerbalBot: 

A member just gave Kudos to this thread, showing it’s still useful. I’ve bumped it to the top so more people can benefit. Feel free to add your own questions or solutions.

 This post was generated automatically.

During salary negotiations, some career advisors recommend that the jo

Prep Toolkit

Top 5 GMAT Debrief Videos

615 to 715 in 15 Days (Ria's Strategies)

More than Quant/Verbal Abilities: Speed vs. Accuracy

745 with Only Self-Prep and GMAT Club

From 555 to 765: 210-point Improvement

Perfect 805 Score Debrief by Julia

My Rewards

GMAT Reading Comprehension (RC) Questions

During salary negotiations, some career advisors recommend that the jo

Prep Toolkit

615 to 715 in 15 Days (Ria's Strategies)

More than Quant/Verbal Abilities: Speed vs. Accuracy

745 with Only Self-Prep and GMAT Club

From 555 to 765: 210-point Improvement

Perfect 805 Score Debrief by Julia

My Rewards