In a recent study of this kind of tandem anchoring, Columbia Business School professors found that sellers who wanted $7,200 for a used car achieved better deals when telling buyers “I want $7,200 to $7,600 for my car” compared with saying “I want $7,200 for my car.” Giving this kind of modest range, including a bolstering (but still reasonable) top number, also worked better than pitching an unreasonably high starting point.
