Do precise numbers anchor better?
Do precise numbers anchor better? — what studies show, and what they don't.
The research
Mason and colleagues (2013, Journal of Experimental Social Psychology) find precise first offers draw closer counteroffers.
The limit
Experimental; may weaken with experts. (our executive and employee training programmes)
Practical check in Lausanne
Pair a precise offer with a one-line rationale. To go further: explore the Advanced Negotiation training in Lausanne, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Lausanne
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