The Construction Leading Edge Podcast #081: Anchoring
Jun 29, 2018
24:37
What does a sticky situation with an emergency generator have to do with Donald Trump? Anchoring. An important negotiation tactic and a fundamental human tendency to place outsized importance on the first piece of information presented, anchoring can work in your favor or work against you. Listen to learn how to plant the anchor firmly on your side of the negotiating table. What you'll learn in this episode:
- What the anchoring effect is.
- The science behind how the anchoring effect works.
- How to create an anchor price, time estimate, etc.
- Understanding the zone of possible agreement (ZOPA).
- Negotiating from your anchor.
- Diffusing a counter anchor.
Resources mentioned in this episode:
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