Anchoring is a way to set expectations right at the start of a negotiation in ways that make your actual offer more attractive to the other party. Let’s say I’m trying to sell a car, and I’d love to ...

Ever notice how the first number you hear can sneak into every decision you make? From grocery shopping to cooking to negotiating a raise, that first piece of information often sets the stage.

Forbes contributors publish independent expert analyses and insights. Bryce Hoffman writes about leadership, strategy, and decision making. This article is more than 2 years old. The anchoring effect ...

In negotiation, the first number often carries disproportionate weight. While perhaps not always an absolute guarantee of victory, the concept of “anchoring bias” suggests it’s a powerful and ...