Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.

Outline of This Episode

[2:20] Learn more about Justin Michael
[6:10] Anchoring in negotiation
[9:49] Can you anchor too high?
[15:03] Is it a matter of confidence?
[16:33] How to persuade a C-level individual
[19:19] Sales is the transference of belief
[22:30] People buy emotionally and rationalize with logic
[27:24] Be selective about your clients
[30:29] Learn more about Justin’s new book

Resources & People Mentioned

Connect with Justin Michael

Connect on LinkedIn
Follow on Twitter
Justin’s Substack

Connect With Mark

Follow Negotiations Ninja on Twitter: @NegotiationPod
Connect with Mark on LinkedIn
Follow Negotiations Ninja on LinkedIn
Connect on Instagram: @NegotiationPod

Subscribe to Negotiations Ninja

Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431