Anchoring

“The first number arrives uninvited. How far does it pull the estimate that follows?”

01 / PLAINLY

What it means, plainly

An opening number or reference point can pull a later estimate toward it, even when it is a poor guide.

02 / CONTEXT

A little more

Anchoring is a shift in judgment toward an initial value, even when that starting point carries little information. Its size varies with the task, expertise, and the anchor's relevance.

03 / WHY IT MATTERS

Why it matters

In pricing, scheduling, and negotiation, the first figure can narrow the comparison before better evidence enters the picture.

04 / EXAMPLE

A familiar example

Before valuing a used bicycle, you see a listing at €900. Even if it is inflated, your offer may land nearer €900 than if you had first seen €500.

05 / LIMIT

What it does not mean

It does not mean every number controls the mind, or that knowing the effect makes a decision-maker immune.

06 / NOTICE

Notice it in your day

Pick a purchase you are considering. Write down a fair price and two reasons first, then open a comparison site and note how your estimate moves.

FINAL NOTE

The idea worth keeping

Make an independent estimate before viewing other prices, targets, or proposals, then support it with comparable evidence.

QUESTIONS / 02

Questions people still have

Is every starting value a bad anchor?

No. A relevant, well-supported starting point can be useful; trouble begins when it carries more weight than its information deserves.

Does recognizing anchoring make it disappear?

Not necessarily. A prior estimate and comparable evidence provide a firmer check than awareness alone.