MOVE 31 · ANCHORING & PRICING · FREE
Anchor First with a Reason
State your number first, attached to a clear rationale, so the negotiation starts from your reference point rather than theirs.
The first credible number in the room quietly sets the range for every number after it.
WHY IT WORKS
Counteroffers tend to move relative to the first figure stated. A reasoned anchor — tied to scope, market data or results — shapes expectations without seeming arbitrary, and the reason gives the other side something to engage with besides the size of the number.
WHEN TO USE IT
- You have a good sense of market value and the other side does not.
- You are asked 'what are you looking for?' in a salary or fee discussion.
WHEN NOT TO USE IT
- You lack information and anchoring could leave money on the table; ask questions first.
- The counterpart has already made a fair offer within your range.
SIGNALS IT FITS
- The other side waits for you to name a figure.
- You are tempted to say 'whatever's standard'.
PREPARATION
- Choose an ambitious but defensible number above your floor.
- Write one sentence explaining what the number is based on.
STEP BY STEP
- State the number clearly, without hedging words.
- Give the reason in one sentence.
- Stop and wait for their response.
- Respond to counteroffers by referencing the reason, not by splitting the difference.
OPENING LINE
“Based on the scope we discussed, I'd propose the following.”
SCRIPT
Based on the twelve-week timeline and two rounds of user testing, the fee is 24,000.
LIKELY RESPONSES & COUNTERS
- If they react with surprise
- Stay silent for a moment, then restate the reason calmly. Do not lower the number to relieve the tension.
- If they counter with a much lower number
- Ask what their figure is based on, then adjust scope rather than price.
SECOND MOVE
If they push hard, use Offer Tiers, Not Discounts to keep price tied to scope.
FOLLOW-UP
Confirm the agreed number and what it includes in writing the same day.
COMMON MISTAKES
- Softening the anchor with 'around' or 'maybe'.
- Anchoring so high it destroys credibility.
WALK-AWAY CONDITIONS
- Their counter stays below your floor after a scope adjustment is offered.
EXAMPLE (FICTIONAL)
Asked 'what's your budget expectation?', a consultant answered '30,000, based on four workshops and a written strategy'. The client had planned 20,000 but settled at 27,000 with one workshop removed.
ETHICAL BOUNDARY
Anchor ambitiously but honestly. A number you cannot justify with real scope or value is a bluff that can damage the relationship.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.