The Power of Anchoring Outside of Pricing

i asked steve about a study he cited, which suggested sending a cartoon to the person you are negotiating with. It's almost sending a signal, look, there's another person at the end of this emal chain. And by doing that first, it kind of acts as a nice prompt or prime that there is flesh and blood and a heart and a mind at the other end of this interaction. In that instance, to remember that thee's a human er in return as well.