Max Bazerman

And people who see 65 say lower, and they reduce the 65 to 45 on average.

The people who see 10 come all the way up to 24.

And while both parties rejected these unreasonable anchors,

you get a dramatic difference based on did I start high and come down or start low and come up.

And the same is true in negotiations.

If you're selling, you're much better off starting with a high price and coming down to something viable, but favorable to you within the zone of possible agreement.

If you're buying just the opposite, better to start with a low number and come up into the zone of possible agreement.

So as a negotiator,

anchoring can be very, very effective.

On the other hand, you want to anchor with a number that's reasonable enough to get their attention.

If they're not paying attention to you, then that's not very helpful.

So if you look at a house that's on the market for $499,000 and you read anchors have a dramatic influence, you might offer them $100,000

but they're simply going to ignore you.

That's not going to anchor the discussion.

But it might be the case that if you've done your homework,

that you can respond with $460 rather than $470 and anchor them at a lower number and that that could tilt you in a favorable direction in terms of what the ultimate price will be.

So the general advice is to identify what is a viable range of agreements and then anchor near your preferred end of that zone.

Okay.

Well, first of all, I love Rose's question.

And I love the fact that after talking about cultures, she focuses on Nebraska.