Should you make the first offer or wait? It depends — and getting it right shapes the whole negotiation. Here's how to decide, and how to anchor well.
When to go first
If you have good information about the fair range, going first lets you anchor the negotiation in your favor. A confident, well-justified first offer pulls the final deal toward you.
When to let them go first
If you're unsure of the range or they may reveal a better number than you'd have asked, let them anchor. Then you have information and can respond. When in doubt, gather info first.
Anchor with justification
Frequently asked questions
Should I make the first offer?
Go first when you know the fair range and want to anchor; let them go first when you're unsure and want information.
What is anchoring?
Setting the reference point for a negotiation — the first number tends to pull the final deal toward it.
How do I make a strong first offer?
Justify it with a reason — scope, market, value — so it's credible and hard to dismiss.
How can I get better at this?
Book a free 30-minute class to practice it 1-on-1 with Digby R. Kerr.
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