Drop an effective anchor in three steps
Anchoring represents the very first form of communication in an overall plan. If used, it is critical that you understand your 2nd, 3rd and 4th steps. What should the anchor enable you to achieve and, having dropped it, where do you move to?
Next is positioning. How do we structure the contraparty’s expectations in relation to the anchor so as to provide a seemingly less aggressive position and promote sustainable dialogue. The dialogue has to be relative to our anchor.
The next step is proposing, or packaging, a concrete proposal
or offer, which provides the other party with satisfaction whilst staying as close as possible to our opening position. They, by now, should be thinking about our initial position, effectively playing on our ground, this giving us the home advantage. Our Anchor has served its purpose in de leveling the terrain on which the battle will be fought.