| Chapter 5 Anchoring heuristic: stay close to original estimation Works even if totally arbitrary and ridiculous: the more you ask for the more you get; works in conjunction with door in the face technique Persuasion specialists are generally more successful by taking extreme initial positions The anchor may be more available => availability heuristic Most common anchor is status quo: personal beliefs and cultural values have big impact We can only consider a limited amount of factors at once: we anchor on the first and slightly adjust for the others Primacy effect: first information biases following one Hypothetical examples may serve as anchors Thinking in terms of best/worse case scenario leads to anchor (best to think about worse case) Unspecified coincidences are pretty common Particular coincidences are fairly rare To fight the anchoring heuristic we may generate an anchor equally extreme in the opposite direction |
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