Defending Against Anchors

Full immunity is impossible — anchoring works below conscious awareness. But deliberate moves can cut its pull.

• Set your own anchor first. Before hearing anyone's number, do your homework. Your own estimate acts as a counter-anchor.
• Consider the opposite. When you meet an anchor, think hard about why the true value might differ. "It's listed at $500K — what would argue for $400K?"
• Think in ranges, not points. "Worth between $380K and $440K" resists anchoring better than a single figure.
• Name the anchor out loud. Calling it what it is — "that's an anchor meant to sway me" — engages your rational brain and weakens the bias.