Initial starting points are often affected by these numbers

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Anchoring suggests that people who hear high or low numbers as initial starting points are often affected by these numbers. This can be an advantage to opening a negotiation, but in this circumstance may be a disadvantage: Your counterpart is prevention-focused. Your offer creates a chilling effect. Your information is as good as your counterpart's. Your offer shifts the zone of realistic expectations towards your AP.

Reference no: EM133738489

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