Now plan for some concessions, your anchor and their anchor will most likely have some distance between each other on the pricing letters of all 3 items. Consider which of the three items and their price level would make the best concessions for other items or other price letters. 

For example what price letters for one item will you give up for what change in the other party's offer? 

Expert Tip: If you see that the other party's anchor has gone further away from the middle ground than your opening anchor, you probably want to defend your position as being more reasonable than the other offer, given last year's agreed pricing at the letter "E", instead of agreeing or making an offer for concession.

Answer rating: 100% (QA)

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