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Understanding the concept of anchoring and adjusting from "summary" of Manual de persuasão do FBI by Marvin Karlins ,Jack Shafer
Anchoring and adjusting is a cognitive bias that influences the way people make decisions. It occurs when individuals rely too heavily on the first piece of information they receive (the "anchor") when making decisions, and then adjust their subsequent judgments based on that initial information. This bias can have a significant impact on negotiations, as it can lead individuals to make decisions based on arbitrary or irrelevant information. In negotiations, skilled persuaders can use anchoring and adjusting to their advantage by strategically presenting information that will serve as a strong anchor. By setting a high anchor, for example, persuaders can influence the other party to make concessions that are more favorable to them. This manipulation of the anchoring effect can help negotiators achieve their desired outcomes a...
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