Ben WiseGoogle · Head of Programmatic Media at Google | Speaker | Board Director | Startup Advisor

A new way to use Anchoring

Name: A new way to use Anchoring
Uploaded: 2024-11-04T13:00:10+00:00
Duration: 25 s
Channel: Ben Wise
Description: Anchoring in negotiations doesn't have to be about price. Ask for an unreasonably fast deadline first, and your counterpart will often deliver quicker…

4 Nov 2024 · 0 min

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0:25

Anchoring in negotiations doesn't have to be about price. Ask for an unreasonably fast deadline first, and your counterpart will often deliver quicker than they otherwise would have. The same principle works for any negotiable variable.

People tend to assume that anchoring is all about starting with a big number when you're negotiating, but it's much more than that. It doesn't have to be all about money or price. Now think about time. Can you anchor with the first ask of a really fast turnaround time on a project? You might not get it quite as fast as you want, but it'll probably be done much sooner than they had originally planned.