Anchoring Your Negotiations Using A Range
from The Accidental Negotiator Hosted by Jim Anderson
One of the most powerful negotiation styles and negotiating techniques that a negotiator has available to them is what is called “anchoring”. Anchoring occurs when a negotiation is starting and you make an initial offer to the other side. This offer does not have to be one that you think that they would actually accept. It can be quite arbitrary. The power of an anchor offer is that it pulls the discussion in its direction. How can you use this powerful technique to your best advantage?
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