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Negotiation Frames
Entry #0326
Why the person who names a number first is not always losing
Folk wisdom says never go first. Research says the first number anchors the entire negotiation, and whoever sets the anchor often sets the outcome.
Novice
The hidden part
#0326
Anchoring can outweigh information loss. The person who sets the first number often sets the final one, because every adjustment thereafter begins from their starting point.