"A buyer says, "I love to purchase your product but have only so much money to spend." The buyer establishes an anchor, but in a friendly way that invites the seller to help solve this 'budget' problem. The seller, who usually knows much more about the product than the buyer, then gets involved to see if there are ways the proposed product offering can be modified so it can fit within the required budget. The negotiation moves away from a competitive affair to one of cooperation. The bogey may not necessarily lead to a lower price for the buyer, but the buyer will be better off by learning a lot more about the product offering and price flexibility than was known before the Bogey."
