First Number Wins

One concept. Four tiers of command. Which do you speak?

Category: Cognition

Foundational Lexiconstarting point matters
Executive Parlancereference point dependency
Scholarly Discourseinitial value distortion
Babel ZenithAnchoring Bias
Origin: Kahneman/Tversky

Etymology & Meaning

Over-relying on the first piece of information encountered.

In the Boardroom

The first salary number mentioned sets the entire negotiation range.

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