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Anchoring and Range Setting for Price Discussions

Structured brief Has example

Choose an opening number with reasons.

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Help me set my opening and range for a price negotiation. What is being sold or bought and my role: [DEAL_AND_ROLE]. My costs or budget: [COSTS_OR_BUDGET]. Market information (verified): [MARKET_INFO]. The other party's likely expectations: [THEIR_EXPECTATIONS]. My walk-away number: [WALK_AWAY].

Return:
1. A set of reference points: my cost or reservation price, the market range, the other side's likely range, and the zone of possible agreement (if any), with the arithmetic.
2. Three opening options (aggressive, ambitious, moderate) with the reason for each, the risk (offending the other side or leaving money on the table), and the expected landing zone.
3. Justification script for the opening (40 words): the reasons that support the number (value, scope, comparables), stated as facts I can defend.
4. How to respond to a counter-anchor: ignore, question, re-anchor with reasons, or reframe around value.
5. Range rules: do not offer a range where the low end is acceptable to me unless I would take it; present precise numbers rather than round numbers, with reasons.
6. A decision rule for the final 10 percent: when to walk away.

Rules: honesty. No lying about alternatives or deadlines; no deceptive claims. Use only my data, and flag estimates.

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Deal: web design project. My cost: 3,800 (hours and software). Walk-away: 4,800. Market range (verified quotes): 5,000 to 9,000. Buyer likely expects 5,500.
Zone of possible agreement: 4,800 to roughly 7,000.
Opening options: aggressive 8,900 (risk offending); ambitious 7,400; moderate 6,500.
Choice: 7,400 with reasons: scope includes copy edits, a booking page, and a 3-month support period.
Script (about 40 words): "For the scope we discussed, including the booking page and three months of support, the price is 7,400."
If counter-anchor 4,500: "Which parts of the scope would you remove to reach that number?"
Use precise numbers, not round ones. Final 10 percent rule: below 5,500 trade scope, not price; below 4,800 walk away.

• anchoring
• structured-brief