Use precise, not round, numbers
A specific figure (e.g. 9,850) anchors more credibly than a round one (10,000).
Why it works
Precise numbers signal that real analysis went into them, so the other side infers you’re informed and adjusts in smaller increments — keeping the final figure closer to your anchor. Round numbers read as approximations and invite large, round counter-moves.
How to do it
- Open with a specific, non-round figure backed by your calculation.
- Avoid suspiciously precise but baseless numbers — the rationale still has to exist.
- Hold the precision through your concessions rather than collapsing to round numbers.
Evidence
Studies on precise versus round anchors find precise first offers can lead to smaller counter-adjustments and outcomes nearer the anchor. (observational)
The effect is modest and context-dependent; precision helps only when the number remains plausible.
Common mistake
Rounding for "cleanliness," which signals approximation and invites the other side to round aggressively against you.
Practice this with IX Coach
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More practices for Anchoring Bias in Negotiation and Judgment
- Make the first offer (when you’re informed)
When you know the value range, anchor first — the opening number drags the deal toward it.
- 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.
- 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.