Anchoring
The first number on the table pulls every later number toward it, even when everyone knows it's arbitrary.
How it sounds
- You Put a defensible number on the table first.
- Buyer (negotiates relative to that number, even if it was arbitrary)
- You Frame the option you want against a higher reference point
- Result The final figure lands closer to your anchor than it would have otherwise
The rest of this entry is in the full archive
- Why an anchor still works even when both sides know it's arbitrary
- How to anchor with a defensible number instead of an obvious lowball or reach
- The pricing-page trick of showing the highest tier first
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