The Art of Anchoring in Negotiation: Setting the Stages in Negotiations

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“The Art of Anchoring in Negotiation” outlines a negotiation strategy where the first offer sets a reference point that heavily influences the discussion. It details psychological tendencies to overvalue initial information and strategic responses, like incremental adjustments and re-anchoring, to navigate towards beneficial outcomes.

Duration approx. 170 Min.

Tier: Proficiency