Precise numbers make stronger anchors than round ones
What they found
First offers with precise numbers - like $1,865 instead of $2,000 - met weaker resistance. Counterparts adjusted less against a precise number, and in live negotiations the final settlement stayed closer to the precise offer.
How they know
Six negotiation experiments varied only how round the opening number was; counterparts consistently conceded more ground to precise openers, partly because a precise number reads as informed rather than arbitrary.
What it means for you
When you name your price, name it exactly. "$47" says you know what your time is worth; "$50" invites bargaining.
The limits
Lab negotiations; later work shows extreme over-precision can backfire with experts, and a precise number still needs to be defensible when someone asks "why that figure?".
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