Chris Voss with Jordan and Mikhaila Peterson
The Jordan B. Peterson Podcast
00:00
Mastering Emotional Anchoring in Negotiations
This chapter explores the anchoring technique in negotiations, emphasizing the power of emotional anchoring over numerical data. It illustrates how setting expectations through psychological framing can alter perceptions of value, using real estate pricing as a case study. Furthermore, it delves into the complexities of personal relationships, highlighting the importance of empathy, active listening, and addressing emotional dynamics in both personal and high-stakes negotiations.
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