Anchoring

All good salespeople know thatanchoringcan work for or adjacent to you in decision making. Try this experimentation: Ask two groups of 10 people how much they would pay a apprentice escritoire-tell the first assembly of 10 that you think the pay should be $10,000; but tell the second group of 10 that you think the pay should be $30,000. If you regular the responses of the two groups, you will see that the second group's usual is considerably higher than the first group's. Their decision was prejudiced by the amount you affirmed: the "anchor" was superior, so their average decision was higher. Marketers use this all the time when they offer discounts off optional prices- people buy more than if the article was the same price but not expensive because they think they are getting a haggle com- pared with the discounted, higher, "anchor" price.

Anchoring doesn't just ensue with numbers: it also happens with first imitation and reputation. Most people make judgments about others within a few minutes of meeting them-and this first imitation then act as an "anchor" for prospect behaviors and attitudes toward that individual. In addition, if you hear about a person from others, what you hear can authority the way you behave toward that person when you meet him or her-your thought of the person is influenced and anchored by what you have heard about them. This, combined with the discriminating discernment we talked about earlier, shows how important it is to have a good standing in the workplace.