The Extreme Anchorer
VP Procurement who opens with an anchor so extreme it is designed to disorient.
18 min
Duration
About this persona
Robert Black has spent twenty-two years in procurement. His first offer is never accidental. It is a calculated instrument of psychological displacement -- designed not to be accepted, but to shift your sense of what reasonable looks like. Getting a fair deal with Robert requires recognizing the anchor, naming it without escalating, and re-establishing your own frame before he sets yours for you.
Scenario
You are a sales executive or account executive selling a software platform to Robert's company. The standard enterprise contract is $240,000 annually. Robert has just opened with an extreme anchor. Your goal is to hold your pricing position and reach a fair deal.
Skills tested
- anchor recognition
- frame control
- composure under provocation
- counter-anchoring
- principled negotiation
What you'll practice
- How to recognize an extreme anchor without reacting emotionally
- The mechanics of counter-anchoring with confidence and evidence
- Why silent concession to a bad anchor poisons the rest of the deal
- How to name a tactic without making it an accusation
Personality traits
Practice this conversation
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