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Tactical Tuesday: Anchoring

Posted by Andrew on Sep 20, 2016 10:22:33 AM

Description:   Deliver the opening offer first, and set the range of all subsequent negotiations.  Make him come to you.

 

AnchorMaking 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.  This is your opening offer -- your ambitious "Like to Receive" position.  

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.

 

Download the slideshow  ANCHOR COUNTERTACTICS

Topics: Tactical Tuesday

Written by Andrew

Something Powerful

Tell The Reader More

The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.

Remember:

  • Bullets are great
  • For spelling out benefits and
  • Turning visitors into leads.

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