Name the anchor to blunt it
Saying "that’s an anchor" out loud reduces — but doesn’t erase — its grip.
Why it works
Anchoring runs partly automatically, so awareness alone is weak protection — but explicitly labeling a number as an anchor, and deliberately generating reasons it might be wrong, recruits slower reasoning that partially corrects the pull. Naming it converts an invisible bias into a visible move you can argue with.
How to do it
- When a number lands, internally (or aloud) flag it as an anchor before reacting.
- Deliberately list reasons the true value differs from the anchor.
- Re-estimate from your own analysis, not by adjusting from their figure.
Evidence
Research shows anchoring persists despite warnings, but that "consider the opposite" and generating counterarguments are among the more effective partial debiasing techniques. (rct)
Awareness is only a partial defense; even experts who know about anchoring remain somewhat influenced by it.
Common mistake
Believing that knowing about anchoring makes you immune, then under-correcting because you trusted your "informed" gut.
Practice this with IX Coach
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More practices for Anchoring Bias in Negotiation and Judgment
- Make the first offer (when you’re informed)
When you know the value range, anchor first — the opening number drags the deal toward it.
- Set an ambitious, defensible anchor
Aim high enough to move the range, but keep a rationale so it isn’t dismissed.
- Counter-anchor before you respond
When they open extreme, don’t negotiate from their number — reset with your own.
- Use precise, not round, numbers
A specific figure (e.g. 9,850) anchors more credibly than a round one (10,000).
- Anchor the conversation on criteria first
Set the standard the number should follow before any figure is named.