The First Number Sets the Frame
Once an opening offer is on the table, it becomes the reference point for everything that follows — even for the side that didn't propose it. Counter-offers, concessions and 'fair middle grounds' all get judged relative to that first anchor, whether or not it was reasonable to begin with.
Use the Anchor, Don't Just Absorb It
- Where possible, make the first reasonable offer rather than reacting to theirs.
- If they anchor first, name it out loud before responding: 'that's a starting point, not a fair one.'
- Counter with a number, not a feeling — vague pushback lets their anchor stand.
Negotiation Starts Before the Talking Does
By the time both sides are debating percentages, the real negotiation — over where the debate begins — is often already over.
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Why People Reject Good Deals
A fair offer can still get rejected — because losing something, even something small, weighs heavier than gaining it did.
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The Power of Silence in a Negotiation
The instinct to fill a pause often costs negotiators more than any argument does. Silence, held well, does real work.
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