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Negotiation Blog: Anchoring

Why don’t we start high enough in negotiation's our opening offers?

Submitted by Thomas Wood on Thu, 2011-01-13 15:59

Anchor and chain graphic that weighs you down in negotiationsAll good negotiators know that their opening offer should be

  • Assertive (but not so aggressive as to be thought ridiculous)
  • Achievable (even if rarely achieved)
  • Reflective of your ideal outcome

Yet, more often than not, we don’t open high enough (or low enough depending on your perspective). Knowing why this happens helps us avoid making this mistake.Read more

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