Tag Archives: Anchors

Anchors – powerful negotiation tool 

Posted on 12 January, 2016 by Ori Wiener

Welcome back to my blog. To start the year I thought I would write about one of the most powerful weapons in a negotiator’s armory  – the anchor. Anchoring is an extremely well researched phenomenon … Continue reading →

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Anchors vs. Floppies

Posted on 11 February, 2015 by Ori Wiener

One of the most effective negotiation techniques is to set an ambitious anchor, i.e. “go first” and to follow this with an opening position delivered in a firm manner, i.e. without any floppies. Chapter 9 … Continue reading →

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