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How to Use the Anchoring Effect in Office Negotiations
Season 3
Episode 110
Published 1 month, 1 week ago
Description
Lucas and Luna break down the anchoring effect — the cognitive bias that makes the first number in a negotiation disproportionately influential. Using a real salary negotiation case from a Fexingo listener at a mid-sized Chicago ad agency, Lucas walks through how a junior copywriter used a deliberately high initial ask to shift the entire bargaining range in her favor. Luna pushes back on ethical concerns, and Lucas explains how anchoring works outside of money — in deadlines, project scope, and even reputation. This episode gives you one tactical move you can use in your next negotiation, whether you're the one throwing out the anchor or trying to avoid getting anchored yourself.