A common piece of advice for negotiations is to "anchor high" — open with an aggressive number to set the conversation's range. But a recent meta-analysis suggests this strategy works best in one-shot transactions with strangers; in long-term partnerships, aggressive anchors more often damage trust than secure better terms. The right tactic, the authors conclude, depends heavily on the relationship.
Which choice best states the main idea of the text?
- A
Anchoring is always effective.
- B
Negotiations always involve trust.
- C
Anchoring high is never effective.
- Dcheck_circle
The effectiveness of high anchoring depends on whether the negotiation is one-shot or ongoing.
Explanation
The passage's central claim is the contextual nature of the tactic — C. A and B oversimplify; D misses the point.