When you hear the word “anchoring,” what comes to mind? No doubt something that involves a ship dropping anchor, or perhaps fixing something to a wall or floor. But it’s also a known technique used in sales and negotiations that helps people get what they want.
The basic premise is not unlike that ship dropping its anchor, only instead of keeping the vessel in one place, it keeps your mind there. Whether it’s a price, a salary, a sale, or a goal, this technique anchors your mind at a certain level. Then, all decision-making is based on that first piece of information you were given.
Let’s take a look at how it can be used to help you get what you want, save money, and even achieve a lot more around the house.
Negotiate a Bigger Raise or Starting Salary
Many people foolishly wait for the other person to make the first move when it comes to salary negotiations. The thinking here is that you don’t want to show any of your cards too soon. Well, that’s the complete opposite of what you should actually do. Using the anchoring technique, you can choose a salary that sets the starting point for the negotiations.
If you’re an employer, throw out a figure that is way too low. If you’re an employee, raise the bar higher than you’d expect to hit. If you ask for a $180,000 salary, and the actual salary on offer is $120,000, you may actually get a little more than what they originally intended to pay. It’s much harder to come down to $120k from $180k than it is from $130k. Similarly, giving an employee an offer of $70,000 for a job you’d be willing to pay $120,000 is just as effective.
Sell a Product or Service for More Money
You don’t have to be in a big business to use this effectively. It can work online, at a market stall, or even a garage sale. Here, you will use anchoring as a comparison tool.
For instance, let’s say you’re selling vinyl records, which are very popular these days. Set a few vinyls on the table and mark them way above the price you actually want. Then, further back, put a larger selection of vinyls set at a price slightly above what you would like, but much lower than the other, more expensive records. When the patron comes to peruse the stock, they’ll initially get sticker shock. But then, they see a vast drop off. That initial price of $20 per vinyl just dropped to $8. These $8 vinyls seem like a bargain. However, if they had all been marked at $8, or some cheaper ones had been placed first, that initial anchor price would have set…