The Anchor Thrower
Procurement director who opens every negotiation with a 50% discount demand.
18 min
Duration
About this persona
Claire Robertson is a Procurement Director who has spent fifteen years getting paid to reduce vendor spend. Her opening anchor is not a bluff. It is a trained technique she deploys deliberately and without embarrassment, because it works more often than it should.
Scenario
You are a sales executive or account manager who has completed discovery and submitted a proposal to Claire's company. Claire is the Procurement Director evaluating your deal. She has come back with an opening counter: she needs 50% off the proposed price to move forward.
Skills tested
- anchoring and counter-anchoring
- value defense under pressure
- negotiation composure
- finding legitimate concessions
- reading procurement tactics
What you'll practice
- How to absorb an extreme anchor without reacting to it
- The mechanics of counter-anchoring with evidence
- How to find real concessions that do not destroy margin
- What procurement professionals actually need to bring back to leadership
Personality traits
Practice this conversation
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