Anchoring and Adjustment in Pricing: Neuroscience Tips for Sales Negotiations
Anchoring and adjustment is one of the most potent—and underutilized—tools in the sales negotiator’s arsenal. From the very first price you mention, you’re setting a mental benchmark in your prospect’s mind that influences every subsequent judgment. But why does that first number wield such power? And how can you ethically harness this cognitive bias to […]
