“Different anchors change the same answer.”
— Daniel Kahneman, Thinking, Fast and Slow, p. 119
Tap and hold the quote on mobile to copy with citation.
Insight
The first number you hear shapes every estimate that follows. Negotiation lesson: be the first to anchor.
Try this
In your next negotiation, propose the price/scope FIRST. Watch how the conversation circles your anchor.
As an Amazon Associate we may earn a small commission if you buy through this link.