The Invisible Anchor
How arbitrary numbers control your wallet
Buch in deiner Nähe kaufen
Beschreibung
Learn why the first number you see controls what you are willing to pay, and how to use the Anchoring Effect to your advantage.
"The Invisible Anchor – How arbitrary numbers control your wallet" dives into the "Anchoring Effect." Psychologists Tversky and Kahneman proved that the first number we see (the anchor) biases every subsequent judgment. If a wheel of fortune lands on 65, and you are then asked how many nations are in the UN, you will guess a higher number than if the wheel landed on 10.
Behavioral economist Rachel Weight explains how this rules our lives. We think a $50 shirt is cheap because we saw a $200 shirt first. We accept a salary offer because the recruiter set a low anchor early in the conversation.
"The Invisible Anchor" is a guide to spotting and setting anchors. It teaches entrepreneurs how to price products and negotiators how to make the first move, proving that in the human mind, value is never absolute, always relative.
Autor*in
Rachel Weight
Author
Themen in »The Invisible Anchor«
Anchoring Effect Behavioral Economics Tversky Kahneman Negotiation Pricing Psychology Cognitive Bias