Training

The Anchoring Effect in Negotiations – Setting the Frame with the First Offer

The first proposal in a negotiation has enormous impact: it sets the psychological frame within which both sides think. Those who ignore the anchoring effect are steered by the other party. Those who master it steer the negotiation in a favorable direction from the very start.

Scenario

In this training, you experience a conversation in which your counterpart tries to set the first anchor and lock you into their frame. As long as you accept the anchor, they remain in the advantageous position. Only when you place your own anchors or skillfully neutralize counter-anchors do you gain control and negotiate from a position of strength.

Learnings

Deploy the anchoring effect deliberately in negotiations
Use your own anchors to set the reference frame
Confidently relativize anchors set by the other side
Actively steer negotiations rather than react
Achieve outcomes that shift clearly in your favor

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