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THINKING FAST AND SLOW - Commented Book
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Anchoring Effects in Negotiation
The psychological mechanisms that produce anchoring make us far more suggestible than most of us would want to be. For example, arbitrary rationing is an effective marketing ploy a few years ago in Iowa. The psychologists adam gelinski and thomas muswiler proposed more subtle ways to resist the anchoring effect in negotiation. They instructed negotiators to focus their attention and search their memory for arguments against the anchor.
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