O'Reilly logo

The Truth About Negotiations by Leigh Thompson

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

Truth 37Know when to drop an anchor

In one investigation, people were asked to guess how many African countries were in the United Nations.19 Most people don't know the answer to this question without a Google search, so they guess. In this particular study, people were standing in front of a wheel of fortune. Half of the time, the researcher spun the wheel of fortune and it landed on a high number (such as 100); the other half of the time, the number was much lower (such as 10). How did the random wheel-of-fortune number affect people's judgments about the number of African countries in the United Nations? Even though it is illogical for a random number to have anything to do with making this guess, it strongly affected people's judgments. ...

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