Anchoring Beyond Price: Negotiate the Deal, Not Just the Number
Table of Contents Price Can Sometimes Become a Weak Anchor The Dimensions You Can Anchor On Service Levels and Performance Standards Innovation and Continuous Improvement Commitments Volume Tiers and Flexibility Delivery Timelines and Lead Times Penalties, Bonuses, and Risk Allocation A Better Opening Question Anchoring Is Multi-Dimensional — Price Is Just One Handle You might also find useful In most negotiations, someone drops an initial number on the table — and suddenly, everything revolves around it.
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