{"id":76587,"date":"2025-11-14T21:27:12","date_gmt":"2025-11-14T21:27:12","guid":{"rendered":"https:\/\/psychologydictionary.ae\/tactics-of-negotiations-anker\/"},"modified":"2025-11-14T21:27:12","modified_gmt":"2025-11-14T21:27:12","slug":"tactics-of-negotiations-anker","status":"publish","type":"post","link":"https:\/\/psychologydictionary.ae\/en\/tactics-of-negotiations-anker\/","title":{"rendered":"Tactics of negotiations &#8220;Anker&#8221;"},"content":{"rendered":"<p>It uses cognitive distortion, in which the first information (especially numerical) strongly influences the opponent&#8217;s subsequent assessments and concessions. A powerful tactic in distributive negotiation (who makes the first offer?). The first to put forward is an extremely high (or low) offer\/demand. Shifts ZOPA in its favor (see Zone of Possible Agreement in Chapter 2.12. Key Psychological Concepts in Negotiation Psychology).   <\/p>\n","protected":false},"excerpt":{"rendered":"<p>It uses cognitive distortion, in which the first information (especially numerical) strongly influences the opponent&#8217;s subsequent assessments and concessions. A powerful tactic in distributive negotiation (who makes the first offer?). The first to put forward is an extremely high (or low) offer\/demand. Shifts ZOPA in its favor (see Zone of Possible Agreement in Chapter 2.12. [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"footnotes":""},"categories":[279],"tags":[],"class_list":["post-76587","post","type-post","status-publish","format-standard","hentry","category-2-12-key-psychological-concepts-in-psychology-of-conflict-resolution-in-negotiation-psychology"],"_links":{"self":[{"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/posts\/76587","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/comments?post=76587"}],"version-history":[{"count":0,"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/posts\/76587\/revisions"}],"wp:attachment":[{"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/media?parent=76587"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/categories?post=76587"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/psychologydictionary.ae\/en\/wp-json\/wp\/v2\/tags?post=76587"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}