The Hidden Power of Anchoring—Why You’re More Suggestible Than You Think

Anchoring is one of those invisible forces that shape your choices in ways you almost never notice. In classic experiments, researchers would spin a rigged wheel and ask participants if the number it landed on was higher or lower than the percentage of African countries in the UN. Even though the wheel’s result was random, people’s estimates were pulled toward that number—a pure psychological anchor. The effect popped up everywhere: buying, selling, even in the courtroom, where judges’ sentences could be swayed by meaningless numbers.

In real-life scenarios, stores set 'limit 12 per person' signs and shoppers buy more soup than they need, not because they want 12 cans, but because the number plants an unconscious suggestion of what’s 'normal.' Even when people insist they're not influenced, their actual decisions reveal otherwise. Researchers found that those who are mentally drained or distracted are even more suggestible, anchoring harder and negotiating worse deals.

Anchoring works through both your fast, automatic System 1 and your slow System 2. Your brain’s natural inclination to latch onto the first available information can be used against you by salespeople, negotiators, or even well-meaning friends. The best defense comes from vigilance and practice: setting your own anchors and routinely questioning where those initial numbers come from.

Anytime you’re presented with a price, a statistic, or a demand—on the job, at school, shopping—start by freezing the first number in your own mind, not just the one put in front of you. Jot your estimate on paper if possible, and then challenge yourself to find real reasons why the anchor might be inflated, deflated, or simply irrelevant. If someone throws out a wild number, don’t just adjust a little—actively question its connection to reality. Building this muscle takes practice, and you’ll start spotting anchors everywhere. Try it next time you’re in a negotiation or reading a news article—over time, you’ll make decisions with clearer eyes and avoid being swayed by manipulative framing.