Anchoring

Anchoring

We know from cognitive research that the brain can’t travel far from the first piece of information it hears. That’s why career coaches encourage us to name our preferred salary first and skilled negotiators aim to roll out their deal terms before the opposition does. Given this cognitive bias, we have to be careful to drop our anchor in possibility rather than problems. Leaders who are skilled at anchoring people in solutions create enthusiasm for the idea that change is possible.