MEPX
Chapter 4 of 10All chapters
  1. 1Preparation
  2. 2Positions and interests
  3. 3Creating value
  4. 4Anchors and offers
  5. 5Handling tactics
  6. 6Listening
  7. 7Relationship and reputation
  8. 8Salary and job offers
  9. 9Closing and writing it down
  10. 10Context and culture

Chapter 4 of 10

Anchors and offers

Numbers and their gravity.

Going first

The first number pulls the range towards it. Anchor first when you have good information about value; let them anchor when you do not, and be ready to reject an extreme one.

  • An extreme anchor can be defused by naming it rather than countering it.
  • Justify your number with a reason; unexplained numbers invite splitting the difference.

Concessions

Make them smaller and slower over time, and always in exchange for something. Free concessions teach the other side that waiting produces more.