in all negotiations people are going to be very influenced by the first information presented. This behavioural bias refer to as:

Question

Quizplus · Accepted Answer

Anchoring refers to the cognitive bias where individuals rely too heavily on the first piece of information they receive (the "anchor") when making decisions. In negotiations, the initial offer often serves as an anchor, influencing subsequent discussions and outcomes.

In All Negotiations People Are Going to Be Very Influenced