Train My Team
Course CalendarNegotiation 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.
Rate this Article4.2 out of 5 from 6 responses
Loading...
YOU MAY ALSO LIKE
Scientists and Bureaucrats - Orientation Issues
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
read more
Unequal Indonesian Foreign Negotiations
This case study shows how a weaker negotiating party can negotiate successfully with a stronger negotiating party in an international agreement.
read more
Dealing With Your Emotions in Negotiations
This article provides practical advice on how to recognize, express and control emotional behaviour during your negotiations.
read more
Thanks for providing this is what I’m looking earlier, I just got stuck to your article. Keep up the good work