On Anchoring

Every conversation has an anchor, and typically will only stray so far from that anchor.

If you’re the first to suggest a price point in a rate negotiation, that conversation will only stray so far from the original number you present. 

If you bring a certain energy and attitude to a conversation, the tone will only stray so far from there. 

If you want a conversation or a negotiation to go a certain way, speak first. Set up the environment in a way that angles things the way you want them to go. Bring the energy that reflects how you feel.

There is always pushback to strategies on persuasion and negotiation. Is this manipulation? That’s a fair question. My answer? Only if it’s done in a manipulative way. 

If you propose a price point that is preposterously higher than the going rate, with no added value, that’s manipulative. But if you propose a rate rate that is fair and allows you to deliver great work, then it’s actually in your client’s best interest to pay that high rate. If you bring a hyper-positive tone to a negative situation, that’s manipulative. But if you’re genuinely excited about something, there’s nothing wrong with anchoring that interaction to your authentic excitement. 

Speak first, and anchor your interactions the way you want them to go. 

Good luck out there.