Setting the “Right” Anchor

Andreas Goßen ()

Chapter Chapter 2 in Mastering High-Stakes Negotiations: A Practical Guide, 2026, pp 9-18 from Springer

Abstract: Abstract The impact of anchors in negotiations is enormous and unconsciously influences the perception of both parties. This chapter uses a case study from the retail sector to illustrate common mistakes made when setting anchors and how to defend against anchors in general. The focus is on the strategic and tactical placement of one’s own anchors. In addition, psychological backgrounds that significantly influence negotiation behavior are explained.

Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-662-72815-4_2

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DOI: 10.1007/978-3-662-72815-4_2

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