Why will it be advantageous to first propose in price negotiation?

By@ Doug 88888

In the field of psychology it is imprinted that the first presented conditions and numbers are imprinted unconsciously and then affect decision makingAnchoring effect"In the field of marketing has been drawing attention for a long time. In general, in the negotiations, there is an idea that the side which first brought out is disadvantageous when seeing the feet, but "Why should we propose first in negotiations?That is summarized in Inc.com.

Here's You Should Always Make The First Offer In A Negotiation | Inc.com
http://www.inc.com/drake-baer/why-you-should-always-make-first-offer-in-negotiation.html


In negotiations such as trading transactions and negotiations, it is thought that "opponents should make suggestions first". However, by proposing the amount of money in advance, Inc.com can tell you that you can limit the scope of subsequent negotiations and keep your advantage.

Northwestern UniversityI will serve as a professor at the Faculty of Business AdministrationLee ThompsonMr. said, "Most people have a strong belief that" should not be proposed at first ", but when we compare our research and many confirmed studies, we show that the recognition is the opposite In the negotiations, we should strike first regardless of gender and woman. "

In the sales industry, when placing a discount sticker, we place it so that the price can be seen, but this is based on the anchoring effect. It is a good way to stimulate purchasing willingness rather than simply presenting price after discount, because you can see that cheaper from 'original price'. Professor Thompson, who talks about "Anchor can be placed in the table of negotiations," argues that even if it is a ridiculous proposal, we can unconsciously imprint the conditions and numerical values ​​by proposing ahead of time. In addition, it is said that it is easier for multiple negotiating partners to judge which part of the negotiation is putting value from the partner's response by suggesting previously.

ByConsumerist Dot Com

Columbia University Business SchoolofAdam GallinskiThe professor says, "By presenting a bullish amount first, there is an effect to make the opponent consider the target value positively, but when you present a low price," Does not the product have much value? " It will be thought negatively. " Meanwhile, Professor Grinsky also warns that "the first proposal needs to be reasonably bullish, but it is counterproductive if it passes too much". Many negotiating partners believe that bullish proposals will mislead or anger the opponent,Professor Grinsky's researchAccording to, there is a result that worries in negotiations tend to be exaggerated typically.

ByClaudio Gennari

Program on the negotiations of Harvard Law School of Law, How to say "How do you make your first suggestion?" Is described. Candidates with certain qualifications are qualified to "I am prone to get $ 85,000 (about 863,000 yen) to 95,000 (about 9.55 million yen) annually" As a colleague received an annual $ 92,000 (about 935 million yen) "as an example, first suggesting it by suggesting it as an effective anchor can be placed within the range of the desired amount. is.