Make the first offer (when you’re informed)
When you know the value range, anchor first — the opening number drags the deal toward it.
Why it works
The first number becomes the reference point both sides adjust from, and adjustments are systematically insufficient, so the final figure lands closer to the anchor than to a neutral midpoint. Making the first offer lets you set that reference rather than react to it.
How to do it
- Only anchor first when you have a credible sense of the real value range.
- Set the anchor ambitious but justifiable — too extreme invites dismissal.
- Pair the number with a reason, so it reads as principled rather than arbitrary.
Evidence
Anchoring is among the most robustly replicated effects in judgment research, and negotiation studies find first offers tend to predict final outcomes. (rct)
When you lack good information about value, anchoring first can backfire by revealing a low ceiling; the advantage assumes you’re reasonably informed.
Common mistake
Defaulting to let the other side open out of politeness, handing them the anchor and then under-adjusting away from it.
Practice this with IX Coach
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More practices for Anchoring Bias in Negotiation and Judgment
- Set an ambitious, defensible anchor
Aim high enough to move the range, but keep a rationale so it isn’t dismissed.
- Counter-anchor before you respond
When they open extreme, don’t negotiate from their number — reset with your own.
- Use precise, not round, numbers
A specific figure (e.g. 9,850) anchors more credibly than a round one (10,000).
- Anchor the conversation on criteria first
Set the standard the number should follow before any figure is named.
- Name the anchor to blunt it
Saying "that’s an anchor" out loud reduces — but doesn’t erase — its grip.