> You will basically have to be willing to walk away to get an answer other than "tell me what you're looking for and we'll let you know if you're in our range", which basically loses the negotiation.
No, it doesn't lose the negotiation. What makes you think so? Setting anchors and controlling the document is very powerful.
But yes, you need to know what you can get, and you need to be able and willing to walk away.
They're already anchored, because they know what everyone else is making. You won't kick them loose unless they are teeny tiny. The advice in this thread is basically straight from the patio11 blog post.
loading story #50391290