Ever notice how the first number you hear can sneak into every decision you make? From grocery shopping to cooking to negotiating a raise, that first piece of information often sets the stage.

Imagine making a crucial decision only to realize later that your choice was heavily influenced by the first piece of information you encountered. This cognitive bias, known as the anchoring effect, ...

Explore the anchor effect in marketing and negotiations. Learn how initial numbers influence your decisions. Examples include popcorn pricing at movies and salary negotiations. Trump reacts to Pretti ...

Typical scenario: a businessperson is preparing for high-stakes negotiation. I ask them what their plan is for the first few minutes of the negotiation. They tell me that they are not going to say ...

Martin Schweinsberg, associate professor at ESMT Berlin, together with Hannes M. Petrowsky, research associate, Burkhardt Funk, professor, and David D. Loschelder, professor, all from Leuphana ...