Marissa and Cherise are both negotiating raises for position…
Marissa and Cherise are both negotiating raises for positions at the same level in their company. Marissa went into the negotiation asking for a $5,000 raise, while Cherise went into the negotiation asking for a $12,000 raise. Marissa’s raise ended up being $3,000 and Cherise’s raise ended up being $6,000. What heuristic might be at play in this situation?