Defending Against Anchors

Your best defense is to set your own anchor before you see the seller's price. Research the fair market value on your own. If you know a hotel room typically costs $150 per night, a "discounted" price of $200 will not fool you. Without your own reference point, the seller's first number controls the entire negotiation.

In negotiations, the first number spoken becomes the anchor. Experienced negotiators either make the first offer (to set their anchor) or ignore the opponent's opening entirely. Knowing that anchoring exists does not eliminate its effect, but it reduces its grip.