Excellent review! I almost feel like I don't need to actually read the book - but the subject is something I'd like to think I'm good at, but in reality, probably not, or at least always room for improvement.
I just forwarded this to a friend who is about to enter his first job interview which is, of course, a negotiation. I think it's going to help him immensely.
Give out an extreme anchor. Meaning you go particularly high/low to set the tone of the deal. The other party won't go for it of course (if they do, you've hit the jackpot!) but it will adjust their range of thinking, ending up with a slightly better outcome for you than with a more 'normal' first bid.
Sounds like a good salary negotiation tactic, no?
Looking forward to going back and reading your other Book Babbles - I have a book addiction so right up my alley 😉.
~T
Thanks Tamala… for stopping by and for the great comment!
It's certainly an interesting area. Most people hate it of course but it's going on every day whether we like it or not - much like with your friend. Job interviews are a great example.
Perhaps it's best not to go too extreme with the anchor ("give me a million!") but it is a good idea to frame it further in the direction you want as it's likely to come back the other way, especially with a shrewd negotiator across the table. Either way, it's tempting to just take what you're given but there's always a way for everyone to walk away happy. It's handy for the other party to go first so you know what they're thinking, although they might be giving out an extreme anchor of their own!
Yeah, worth a read, my babbling can only go so far ;). I've done a fair few others and more to come as and when. Let me know if you have any great recommendations!
Cheers!