Thinking, Fast and Slow
Negotiation
Resist the anchoring effect.
from Thinking, Fast and Slow by Daniel Kahneman
How to Apply This
- Focus your attention on the minimal offer that the opponent would accept.
You can also focus your attention on the costs to the opponent of failing to reach an agreement. This will help you minimize the anchoring effect. Falling prey to the anchoring effect will allow people to manipulate you easily.
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