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I posted an article about Anchoring a while ago. The alternative, as I advocate all the time, is "should cost" modeling which means the buyer goes into the conversation with no preconceived notions established by the seller. The only thing the buyer brings to the table is costdata down to the lowest level possible.
Canadian Shipper just published an article about Freightera’s ambitious mission. Freightera is one of the only companies that has created a fixed costmodel with data directly from carriers. Read the entire article on Canadian Shipper and on Dan Goodwill’s blog.
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