Negotiation Anchoring – 7 Anchoring Strategies To Close Better Deals
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What is Anchoring?
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Anchoring Bias and Adjustment Heuristic in Psychology
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Anchoring is a heuristic (mental shortcut) that shows up to every meeting. In negotiation research, Amos Tversky and Daniel Kahneman found that the first number introduced in a discussion pulls every later judgment toward it. It works even when the anchor is obviously extreme. The brain uses the first available reference point because it is fast. System 1 loves shortcuts. System 2 is tired and has limited working memory. You see the same pattern in meetings. The first person to speak sets the su
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