Anchoring in Negotiation: How the First Number Wins the Deal
Table of Contents Why the First Number Has Disproportionate Power What Anchoring Actually Does The Fear of Going First How to Anchor Effectively Countering an Anchor That’s Not Yours A Word on Reciprocal Anchoring The Bottom Line There’s a number in every negotiation that matters more than any other.
Read MoreYour Opening Statement: The Secret Weapon in Every Negotiation
Table of Contents Why It Matters More Than You Think The Three-Step Opening Statement Formula Step 1 — Set the Agenda Step 2 — Anchor Your Position Step 3 — Introduce a Sanction A Special Word for Sales Professionals The Bottom Line In negotiation, most professionals obsess over tactics, counteroffers, and closing techniques.
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