Anchoring

Anchoring is one of the most well-documented and powerful phenomena in negotiation. The first number or offer introduced into a discussion exerts a disproportionate pull on everything that follows — shaping what feels reasonable, what feels like a concession, and where the final agreement tends to land. Understanding anchoring is essential for both deploying it intentionally and defending against it when others use it on you.

This subtopic explains the psychology behind anchoring, how to make an opening offer that sets a favourable frame without triggering a walkout, how to anchor credibly so your number carries weight, and how to respond when the other side opens with an extreme position. You will also find guidance on re-anchoring mid-negotiation — how to shift the reference point when you have lost the frame.

Few negotiation concepts have as direct and immediate an impact on outcomes as anchoring. These articles give you the understanding and technique to use it as a deliberate strategic tool rather than leaving the frame entirely to the other side.