Anchoring bias changes the starting point of a decision

Anchoring occurs when an initial number or reference point influences later judgments. In negotiation, the first credible offer can shape the range that feels reasonable—even when the number is only loosely related to the underlying value.

The practical defense is to prepare an independent estimate before seeing the other side's number. Ask what evidence supports the anchor, consider alternative reference points, and slow down when a number creates an unusually strong first impression.

Used ethically, an anchor should clarify a genuine range or create a useful starting point—not hide important information or exploit confusion.