Strong anchors can influence the negotiation starting point from "summary" of The Only Negotiation Book You'll Ever Need by Angelique Pinet,Peter Sander
Anchors play a crucial role in shaping the expectations and outcomes of negotiations. When one party introduces an initial proposal or figure, it sets a reference point that influences subsequent discussions. This initial offer, often seen as the starting point, can significantly sway the trajectory of the negotiation process. The power of this reference point lies in its psychological impact. Once an anchor is established, it can create a bias in how both parties evaluate their options. For instance, if one party presents a high initial demand, it may lead the other side to adjust their expectations upward, even if the final agreement ends up lower than that initial figure. This phenomenon showcases how an early position can frame the negotiation landscape. Effective negotiators understand the importance of crafting their anchors strategically. By presenting a...
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