Negotiation & Persuasion

Reach agreement without losing yourself

Novice

Mastery0%

Novice

Concept 04 of 19

settled

Anchoring (the first number on the table)

Whoever puts the first number out drags everything toward it.

Definition

The cognitive bias by which the first specific number in a negotiation pulls subsequent counter-offers and final settlements toward it.

Step 1

In one or two sentences, what do you think this concept means? Wrong is fine; the small struggle is what makes the answer stick.