Description: Deliver the opening offer first, and set the range of all subsequent negotiations. Make him come to you.
Making the first proposal or price offer. Anchoring is useful for establishing a price or value range – and for determining the negotiating agenda. You must be confident in your opening offer, however, since you can’t raise it later.
Intent: Seize the initiative, influence value. You are seizing the agenda and setting the tone for the rest of the negotiation. The opening
Style: Competitive or Collaborative.
Counter: If someone anchors you, there are two options. If you feel that the offer is serious, then your best option is to stick to your guns and deliver the L you have already prepared. If, however, the offer is cut-throat, crazy, or clueless, then you have to find a way to reset the entire process — or walk away and keep going. Don’t automatically accept his anchor position and start calling out numbers. Once you respond, you are committed to the negotiating process.