The best approach takes some work, and the outcome is not guaranteed, but here are some things to consider in thinking about anchors.ġ. On the other hand, sometimes we ask for something (ask any consultant) and the number is accepted quickly. The first thought is often, ”If I had known it would be that easy, I’d have asked for more,” so deciding whether to identify the other party’s anchor first or state yours first can be a tricky decision.
Depending on your frame of mind, you might still be disappointed even though you got more than was initially offered because there is that nagging voice that wonders if you didn’t get what was possible because they started from a low point. Let’s say you are talking about a raise. The number offered is much lower than desired, but you negotiate around that number and get more than offered but less than desired, mostly because the initial offer is accepted as a boundary set by the other person. It’s important to have your own anchor clearly defined. Whether you’re in a formal negotiation or a stalled conflict, being clear on your ultimate goal will help to focus your efforts for resolution and evaluate the offers that are made, theirs and yours. The anchoring effect is a form of bias in favor of the first piece of information we hear during a negotiation, often the other person’s goal. It sets the range of negotiations in and around that number (or other goal), when that number may not be founded on anything but the other person’s day dream.
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