Beware of the Opening Move Anchor

Research shows that most responses to the second question will be closely aligned to the (unsubstantiated) figure mentioned in the first question. This means that our first impressions, or the first data we receive, strongly anchor our subsequent thoughts and judgments.

Anchors can be a particular comment made or statistic quoted. They may also be stereotypes about the other negotiator (race, religion, gender, etc.) or about how tough a negotiator you think they are going to be.

Learn more: negotiate.org/beware-of-the-opening-move-anchor/