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

Description

“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.

Estimated Duration: 170 Minutes

Tier: Proficiency