Module 2 · Chapter 6

First Offer and Anchoring: Who Should Name a Price First

The first number named in a negotiation pulls the talks toward it. This chapter shows how to answer the other side’s number with a number of your own, and why the reasons matter.

≈ 5 min read 8-question test

In this chapter

  • Why everyone argues from the first number named
  • How to answer it with your own number and your reasons
  • Why meeting halfway gives ground away

6.1First offers in one paragraph

A first offer is the first figure a side names for a point. Kestrow, the garage that services Polgarrow’s vans, named its figures first, in its letter. Once a figure is named, both sides argue from it. So after a first call with Kestrow, Polgarrow named figures of its own and gave its reasons.

Key point

The first figure named pulls the talks toward it. Answer it with your own figure and your reasons.

Also in this chapter

  1. Kestrow named its price first
  2. Answer a number with your own number and reasons
  3. Why Polgarrow did not offer to meet halfway
  4. Your job

Preview

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