2Bobs—with David C. Baker and Blair Enns Always Be Anchoring
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May 21, 2025 Explore the fascinating world of anchoring in decision-making, where initial information can drastically influence choices. Discover how creative firms can use strategic pricing to shape client perceptions effectively. Learn when to present anchor options for maximum impact in sales conversations. The discussion also covers counter-strategies to tackle the anchoring effect in negotiations, showing that understanding this psychological tactic is key to successful negotiations and pricing.
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Trump's Anchoring Strategy
- Donald Trump uses anchoring by making outrageous opening positions in negotiations.
- This shifts expectations and moves the Overton window towards his advantage.
Suit Buying Anchoring Example
- A salesperson anchored Blair with an expensive $6,500 suit to make a $1,800 suit seem affordable.
- This high anchor changed Blair's reference frame, making the purchase feel like a bargain.
Begin Pricing High
- Start pricing discussions with large numbers to set a high anchor.
- Present the highest priced option first to make subsequent prices look more affordable.
