CHAPTER TWO
Open to Options
How Your Telephone Number Can Influence Your Decisions
DANIEL KAHNEMAN’S significant contributions to our understanding of how people think and act should be a staple of any professional’s training. During one meeting I had with him, his comment about the anchoring-and-adjustment heuristic really stuck with me. Here’s an example of how this heuristic works, based on an exercise I did with my students at Columbia Business School. I gave them a form requesting two numbers.1 If you have never done this exercise, take a moment and jot down your responses.
1. The last four digits of your phone number:_____________________
2. An estimate of the number of doctors in New York City’s Manhattan borough:_____________________ ...
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Read now
Unlock full access