Anchoring

Anchoring is one of the most pervasive tactics in negotiation. The first number or term placed on the table often becomes the invisible benchmark against which all further discussion is measured. Even when the number is extreme, research shows it exerts a gravitational pull on the final outcome.

In Asia Pacific, where deference and respect for hierarchy often influence dynamics, anchors can be even more powerful, junior negotiators may feel they have no choice but to engage on the number presented. Yet falling into this trap quietly erodes value.

The disciplined counter is preparation. When teams enter negotiations with robust benchmarks, industry data, and clearly defined walk-away points, they can calmly reset anchors without appearing defensive. Anchors should be seen not as traps, but as opportunities to assert your own framework for the deal.

If you’d like to equip your teams to counter anchors with data-driven confidence, please email Negotiation@meshadv.com or Contact Us.

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