Leigh Steinberg, the inspiration for the title character in the film Jerry Maguire, is one of the most successful agents in the history of American sports. He is also a master negotiator. Psychological scientists believe they may have an explanation for Steinberg's seemingly irrational behavior and for its ironic success.
According to conventional wisdom, the best way to boost your salary is to get an offer from a competing employer with a higher salary. But if you've already decided where you want to work, and you're not well along the way with other employers, it's disingenuous to start interviewing elsewhere, not to mention a waste of your time.