AKA: Stage setting, Ambitious Open, Seizing the agenda
Description: Deliver your ambitious opening offer first, and set the range of all subsequent discussion. 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, and set the agenda.
Style: Competitive – but can be Collaborative.
Category: Value Manager