You're exactly right, a range anchors the minimum. However, there's far more bargaining chips on the table than just competing offers.
As a savvy negotiator you have to understand that every little piece of the offer is a bargaining chip that causes movement within your range: bonuses, equity, PTO, benefits, gym reimbursement, commute time, cost of living, hours, etc. Everything is fungible.
The salary range is just one lever in an entire control room.
No one has to agree or use my negotiating method. It's simply something that worked really well for me and allowed me to maintain more productive discussions as I negotiated. Whereas a game of chicken leaves a sour taste in both your mouth and theirs.
As a savvy negotiator you have to understand that every little piece of the offer is a bargaining chip that causes movement within your range: bonuses, equity, PTO, benefits, gym reimbursement, commute time, cost of living, hours, etc. Everything is fungible.
The salary range is just one lever in an entire control room.
No one has to agree or use my negotiating method. It's simply something that worked really well for me and allowed me to maintain more productive discussions as I negotiated. Whereas a game of chicken leaves a sour taste in both your mouth and theirs.