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Updated: 14 Dec 2020

Negotiation Anchoring

[ni-goh-shee-ey-shuh n] [ang-kering]

Anchoring is an attempt to establish a reference point (anchor) around which a negotiation will revolve. The anchor will often be used as a reference point to make negotiation adjustments. Anchoring often occurs when the first offer is presented at the beginning of a negotiation.

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