anchoring practice guide
PDF · 24 Oct 2025
Practice guide from the American Negotiation Institute (author: Kwame Christian, Esq., M.A.) on using anchoring in negotiations. Covers preparation questions, a three-step anchoring process (identify ZOPA, anchor near ZOPA, justify offer), defines ZOPA with a numeric buyer/seller example ($400–$900), explains three anchor positions (within, far from, close to the ZOPA) and their trade-offs, and provides scripted justification language plus three types of standards (legitimate, objective, principled) with $35/unit examples.
Questions this document answers
Buyer $900; Seller $400.
$400–$900.
$35/unit.
Legitimate (respected source); Objective (unbiased source); Principles (mutually respected values).