Bracketing Strategy
Opening at a point that makes your real target the midpoint — so that 'meeting in the middle' lands where you wanted — and, defensively, forcing a narrow range early with rigid 'policy' limits.
An everyday example
Asking $120K to get $100K when the other side opens at $80K.
What it can cost you
Splitting the difference between your honest number and their bracketed one; accepting 'policy' as a range you cannot question.
Warning signs
- The midpoint is exactly where they wanted to be.
- The policy limit appeared before any discussion.
One thing to do
Anchor to objective criteria rather than to their opening; refuse to split from an unjustified number; ask why the policy exists and who can change it.
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