Anchoring Bias and Adjustment Heuristic in Psychology
Anchoring Bias and Adjustment Heuristic in Psychology
Aug 8, 2023
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Influencing Decisions: Anchoring, Adjustment, and Framing | Introduction to Psychology | Brain and Cognitive Sciences | MIT OpenCourseWare
Influencing Decisions: Anchoring, Adjustment, and Framing | Introdu…
May 8, 2022
mit.edu
Anchoring is a heuristic (mental shortcut) that shows up to every meeting. In negotiation research, Amos Tversky and Daniel Kahneman found that the first number introduced in a discussion pulls every later judgment toward it. It works even when the anchor is obviously extreme. The brain uses the first available reference point because it is fast. System 1 loves shortcuts. System 2 is tired and has limited working memory. You see the same pattern in meetings. The first person to speak sets the su
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