Speaking of Anchors “The firm we want to acquire sent us their business plan, with the revenue they expect. We shouldn’t let that number influence our thinking. Set it aside.” “Plans are best-case scenarios. Let’s avoid anchoring on plans when we forecast actual outcomes. Thinking about ways the plan could go wrong is one way to do it.” “Our aim in the negotiation is to get them anchored on this number.” “Let’s make it clear that if that is their proposal, the negotiations are over. We do not want to start there.” “The defendant’s lawyers put in a frivolous reference in which they mentioned a
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