Anchoring Bias: How to Beat Bad First OffersWhy compromising in the middle is costing you money.

From the show

Clear Thinking Strategies

Master the skill of resetting a negotiation when faced with an extreme starting number. When someone throws out an unreasonable price, our brains naturally pull all subsequent estimates toward it. Instead of instinctively meeting them halfway, you must explicitly reject their baseline and introduce your own. Prepare a strong counter-baseline beforehand and refuse to make incremental adjustments from a flawed starting point.