Negotiation Skills · glossary
The first figure named in the talks, which holds them near it as an anchor holds a boat. Kestrow’s £140 a van a month was one. Arguing about it keeps it in place, so answer it with a figure of your own. Kestrow’s letter, paragraph 3 · Chapter 6 · see First offer
Explained in Chapter 6, First Offer and Anchoring: Who Should Name a Price First, of Negotiation Skills.
Also explained in M&A Foundations.
A first number holds the talks near it, as an anchor holds a boat. Negotiators call such a number an anchor. Arguing about it keeps it in place. To move the talks, you put a second number beside it.Read Chapter 6, First Offer and Anchoring: Who Should Name a Price First →
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This term is part of one fictional contract renewal, from the first letter to heads of terms, with every document attached and a test after every chapter. Open Negotiation Skills → · All terms A–Z →