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THINKING, FAST & SLOW (DANIEL KAHNEMAN) - Listening books
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The Effects of Anchoring on Negotiation
The psychological mechanisms that produce anchoring make us far more suggestible than most of us would want to be. Anchoring effects explain why, for example, arbitrary rationing is an effective marketing ploy. We see the same strategy at work in the negotiation over the price of a home when the seller makes the first move by setting the list price.
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