Marketplace Morning Report A word to the wise for air travelers
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Mar 20, 2026 Alice Lee, Cornell organizational behavior researcher who studies how pay ranges shape negotiation. Henry Epp, Marketplace reporter covering TSA and airport fallout from the partial shutdown. They discuss growing security lines and staffing problems at airports. They explore how posted salary ranges influence who negotiates and why range width matters.
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Get To The Airport Early During TSA Shutdown
- Expect longer airport security lines and potential staffing shortages during the partial DHS shutdown.
- Nearly 50,000 TSA workers missed a paycheck, call-out rates rose ~10%, and a few hundred agents quit, risking small airport closures next week.
Salary Range Width Shapes Applicant Behavior
- Salary range width shapes applicant behavior and expectations.
- Cornell research found wide ranges increase ambiguity, and women favored narrow ranges due to greater financial uncertainty aversion.
Narrow Ranges Can Produce Lower Final Pay
- Narrow pay ranges lead to lower negotiation initiation and smaller counteroffers.
- Applicants who choose narrow ranges report greater satisfaction with average offers and negotiate less assertively, reducing final pay.