O'Reilly logo

Persuade by Philip Hesketh

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

11 The anchor effect, the drive we have for ‘more’ and how to improve your negotiating skills

You may not have heard of the anchoring effect when negotiating.

But you'll certainly have experienced it.

To illustrate the anchoring effect, let's say I ask 200 people how old Mahatma Gandhi was when he died.

For half of the 200 I preface the question by saying: ‘Did he die before or after the age of 9?’ For the other half I say: ‘Did he die before or after the age of 140?’

Obviously these are not very helpful statements. Anyone who has any clue who Gandhi was will know that he was definitely older than 9 when he died; while the oldest person who ever lived was 122. So why bother making these apparently stupid statements?

Because, according to ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required