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Anchor High: Who Sets the Price Sets the Deal
The first number in a business sale negotiation can shape every number that follows. This podcast explores the psychology of anchoring and why setting an ambitious but credible price can give Canadian business sellers a significant negotiating advantage. Drawing on negotiation research, it explains how the initial price becomes a reference point and influences counteroffers, concessions, and ultimately the final deal.
You’ll learn why many owners weaken their position by waiting for a buyer to make the first offer or by setting a price without the valuation analysis needed to defend it. The…
The skinny
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