6: Persuasion
Richard Wiseman's On Your Mind
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The Importance of Anchoring in Persuasion
Psychologists Amos Tversky and Daniel Kahneman carried out an experiment in the 1970s. They asked a group of people to guess how much money they could make by following one simple equation. The answer was 800, but if you did it again with another number your figure would be 40,000. This is called anchoring - we are persuaded by the first lot of information we receive.
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