Adjustments from the anchor in negotiations

This Skill Bit explains two key negotiation strategies for adjusting from an initial anchor:

1. Incremental Moves: Gradually shifting away from the original anchor with small adjustments, allowing both parties to test each other’s flexibility and move toward a middle ground.
2. Re-anchoring: Introducing a new anchor based on new information or circumstances, which can shift the negotiation’s direction.

These strategies highlight the importance of adaptability in achieving successful negotiation outcomes.

Duration approx. 3 Min.

Tier: proficiency

A part of The Art of Anchoring in Negotiation: Setting the Stages in Negotiations course.