The Cognitive Biases Tricking Your Brain

GaryMetz — Sat, 18 Aug 2018 15:00:00 +0000

Our tendency to rely too heavily on the first piece of information offered, particularly if that information is presented in numeric form, when making decisions, estimates, or predictions. This is the reason negotiators start with a number that is deliberately too low or too high: They know that number will “anchor” the subsequent dealings.