Anchoring point

Senast uppdaterad:

Jul 3, 2023

Anchoring point is a term often talked about in negotiations - so what is it and is it effective?

An anchoring point is created by the party first putting their offer on the table. The theory behind this is that this will create a reference point for the counterpart from which any further discussions will originate from, even though the counterpart had a completely different number in mind.

Several studies have been done on this topic with very interesting outcomes. For instance, one study* had 52 judges read a case about a theft. They were however told that the prosecutor’s demand with regards to prison time were to be decided by the judge throwing a pair of dice. The dice was rigged so that one group got low numbers and the other high numbers. The group with low numbers gave an average sentence of 5 months while the group with high dice numbers ruled for an average of 8 months, a 60% difference!

Used correctly, anchoring points can be a very effective tool. It is also important to learn to recognise and how to diffuse them when it is being used against you.

*Playing Dice With Criminal Sentences: The Influence of Irrelevant Anchors on Experts’ Judicial Decision Making (2006) by Birte Englich, Thomas Mussweiler, & Fritz Strack

Olof Sjöberg - Ponto Group

Olof Sjöberg

Grundare av Ponto Group AB

Olof Sjöberg har över 20 års erfarenhet inom energisektorn och erbjuder omfattande stöd inom förhandling, konflikthantering och upphandling.

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