Numerical Anchoring Influences Even Experts
Numerical anchoring influences even experts — what the studies show, and what they do not.
The Research
Tversky & Kahneman (1974, Science) show that arbitrary numbers influence estimates, even among informed participants.
The Limitation
Laboratory experiments, context effects.
The Nuance
An initial value put on the table steers the entire discussion that follows. (our executive and employee training programmes)
A Practical Implication, Testable in Geneva
Prepare your own numerical anchor before any negotiation and decide who will introduce it first. To go further: explore the Advanced Negotiation training in Geneva in the canton of Geneva, or browse our executive and employee training programmes in Switzerland.
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