Negotiation Skills · glossary
The first figure a side names for a point. Kestrow named £140 a van a month in its letter. Polgarrow answered after the call with £112 and three true reasons, so the talks had two ends. Email 2, Martyn to Jory · Chapter 6 · see Anchor
Explained in Chapter 6, First Offer and Anchoring: Who Should Name a Price First, of Negotiation Skills.
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.Read Chapter 6, First Offer and Anchoring: Who Should Name a Price First →
Chapter 1 and this glossary are open to everyone; the whole edition is free to read with a free account until 31 January, and it stays open to an account opened by then.Chapter 1 of Negotiation Skills and this glossary are free to read; the rest of the edition is in the Library, at €12 a month or €79 for a Year Pass.
Related terms
Where this term lives
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 →