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.
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