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Anchoring is a powerful persuasion technique from "summary" of O Código da Persuasão by Christophe Morin,Patrick Renvoise
Anchoring is a powerful persuasion technique that can significantly influence decision-making processes. This technique involves establishing a reference point, or anchor, in the mind of the person you are trying to persuade. Once this anchor is set, it can shape how the individual perceives subsequent information and ultimately guide their decision-making. By anchoring a specific piece of information early on in a conversation or presentation, you are priming the individual to interpret subsequent information in relation to that initial anchor. This can lead to a bias towards information that is consistent with the established anchor, while potentially disregarding information that contradicts it. Anchoring works because our brains are wired to seek coherence and consistency in the information we receive. When presented with new information, we unconsciously compare it to existing anchors in our minds to make sense of it. If the new information aligns with the anchor, it is more likely to be accepted and influence our decisions. The power of anchoring lies in its ability to shape perceptions and preferences without the individual being consciously aware of it. By strategically setting anchors that align with your desired outcome, you can subtly guide the decision-making process in your favor. It is important to note that anchoring is most effective when the anchor is relevant to the decision at hand and when it is presented early in the conversation. This allows the anchor to take root in the individual's mind and influence their subsequent thoughts and actions.- Anchoring is a powerful persuasion technique that leverages our cognitive biases to shape decision-making processes. By strategically setting anchors that align with your desired outcome, you can subtly influence how others perceive information and ultimately guide their decisions.
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