"Negotiators often try to introduce a reference point, or 'Anchor,' early in a negotiation. This reference point becomes the basis for counter offers and demands. Setting an anchor point close to your desired outcome sometimes helps modify the expectations of the other party. When an anchor is set, the other party immediately must evaluate how it impacts the probability of achieving their initial goal. Be careful when you select your anchor points and be wary if the person or group you are negotiating with attempts to anchor you."
