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Anchoring, ZOPA, and the Art of Not Killing the Deal

One of the biggest misconceptions about negotiation is that it’s all about finding common ground . It’s not. In Prof. Amit Nandkeolyar's class we learned how negotiation is about shaping the ground on which the conversation happens . And nothing shapes that ground more powerfully than the first offer. Great negotiators do three things well: They anchor smartly They expand the 'pie' before slicing it They always know their walk-away point The Hidden Power of the First Offer Th

Sanjay Sankar

Jan 203 min read

All Posts

Anchoring, ZOPA, and the Art of Not Killing the Deal

One of the biggest misconceptions about negotiation is that it’s all about finding common ground . It’s not. In Prof. Amit Nandkeolyar's class we learned how negotiation is about shaping the ground on which the conversation happens . And nothing shapes that ground more powerfully than the first offer. Great negotiators do three things well: They anchor smartly They expand the 'pie' before slicing it They always know their walk-away point The Hidden Power of the First Offer Th

Sanjay Sankar

Jan 203 min read

Short Term Noise, Long Term Signals

What does a 29-year-old really know about long-term goals anyway? Why should my view even matter? Maybe it does. Maybe it doesn’t. I’m still early in the curve, still figuring things out, still making mistakes. But maybe that’s exactly why these thoughts feel worth jotting down, before life calcifies them into certainty. Recently, the first phase of placement season wrapped up at my college. And there was a constant undercurrent of anxiety I couldn’t fully relate to. People w

Sanjay Sankar

Dec 12, 20252 min read

Jumping Through Hoops

I recently stumbled upon this comic strip from Grant Snider’s The Shape of Ideas . It’s simple, whimsical, almost childlike, yet it captures something profoundly true about education, ambition, and the strange obstacle course we, somehow, voluntarily sign up for. And reading it now, during my whirlwind year at IIM Ahmedabad, feels uncannily personal. Hoops of All Shapes and Sizes The strip starts by saying: “To get an education, you must jump through many hoops.” At IIM A, t

Sanjay Sankar

Nov 28, 20253 min read

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Anchoring, ZOPA, and the Art of Not Killing the Deal

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Anchoring, ZOPA, and the Art of Not Killing the Deal

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