Anchoring can sink you

by Seth Godin
Canny negotiators know that people respond to anchors. If you tell me that your baseball card is for sale for $18, I'm unlikely to offer you $3. Your offering price anchored the conversation. The thing is, we do this outside of negotiation, whenever we ask for insight. If someone says, "can you review this slide deck?" there are a bunch of anchors already built in. Anchor: there are slides.Read the full article