Today, we will consider what is in effect a particular sort of priming, with an obvious implication for procurement and negotiation behaviour specifically. Anchoring is the tendency for us to fix our thoughts around a particular number, point, or fact rather than thinking logically and independently about a decision. “It occurs when people consider a particular value for an unknown quantity before estimating that quantity,” in Kahnemann’s words. The estimates then stay close to the number considered. And this is one of the most tested and robust results in experimental psychology; it is an absolutely proven phenomenon.
Hone Your Negotiation Skills By Learning the Right Way to Think [PRO]
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