You've been negotiating wrong your entire career.
Here's what happens: You walk into a salary discussion, and your boss throws out a number first. Let's say $75K. Suddenly, that figure becomes the center of gravity for the entire conversation. Even if you were hoping for $90K, you find yourself anchored to their opening move.
This is called anchoring bias - and it's costing you serious money.
Here's what's actually happening. Your brain latches onto that first piece of information like it's gospel truth. According to analysis from Profit.co, anchoring happens because we're cognitive misers - we don't want to spend mental energy processing new data when we've already got a reference point.
But you can flip this to your advantage.
The first number wins. Always.
In retail, they figured this out decades ago. That crossed-out "original price" next to the sale price? Pure anchoring genius. Educational research shows that marketers use premium products as anchors to make everything else seem reasonable. See that $200 wine at the top of the restaurant menu? It's there to make the $85 bottle feel like a steal.
So here's how you weaponize this:
Go first in negotiations. Always. Throw out your ideal number before they can anchor you to theirs. If you want $90K, start at $100K. Now you've set the playing field.
Use extreme anchors when selling ideas. Pitching a new project timeline? Start with an ambitious deadline that makes your real timeline seem perfectly reasonable.
Create your own price comparisons. When presenting options, lead with the premium version. It makes everything else feel like a bargain.
Our brains evolved to make quick decisions with limited information. When we're uncertain about value (which is most of the time) we grab onto any reference point we can find. That first number becomes our North Star, whether it makes sense or not.
The next time someone tries to anchor you with a lowball offer, you'll recognize the game they're playing. Better yet, you'll beat them at it.
Hit reply and tell me - where have you been getting anchored without realizing it?
Cheers,
Alex
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Disclaimer: I'm a curious researcher, not a licensed psychologist. I study these concepts because I believe understanding how our minds work can help us navigate life more effectively. This content is for educational purposes only and should not replace professional advice. Please consult qualified professionals for personal guidance. Individual results may vary, and readers should use their own judgment when applying these concepts.