The First Number That Controls Every Decision
Idioma: inglés
Editorial: Independently Published, 2026
Serie: Libro 2 de 18 - Mind Traps
- Tapa blanda
- Nuevo
Librería: PBShop.store US, Wood Dale, IL, Estados Unidos de AmericaPBShop.store US
Vendedor de IberLibro desde 7 de abril de 2005
Condición: Nuevo
EUR 17,19
Cantidad disponible: Más de 20 disponibles
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New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000.
N° de ref. del artículo L0-9798196074202
- Título
- The First Number That Controls Every Decision
- Autor
- Kilner, E. J.
- Editorial
- Independently Published
- Año de publicación
- 2026
- Estado
- New
- Encuadernación
- PAP
- Idioma
- inglés
- ISBN 13
- 9798196074202
- Ilustrador
- Hurn, Raymond
- Peso del artículo
- 204 gramos
- Serie
- Libro 2 de 18: Mind Traps
In retail, the original price crossed out next to the sale price is not a historical record. It is a psychological weapon. In salary negotiation, the first number spoken is not an opening bid. It is the invisible reference point that determines every number that follows. In real estate, the listing price is not an estimate of market value. It is a trap that controls what buyers, sellers, and even professional appraisers believe the property is worth.
This book isolates a single psychological mechanism, the anchoring heuristic, and demonstrates how the first piece of numerical information you encounter becomes the hidden anchor for every subsequent judgment. Drawing on decades of research from behavioral economics, cognitive psychology, and decision science, Kilner translates academic concepts into practical tools that you can use immediately to make better decisions, negotiate more effectively, and protect yourself from manipulation.
Why a random number on a rigged wheel of fortune changes what people believe about the United Nations. How retailers use original price anchors to make you feel like you are saving money when you are not. Why the first person to speak in a negotiation wins, and how to ensure that person is you. How real estate listing prices anchor appraisals, offers, and even the seller's memory of their own home. Why the purchase price of a stock or a house becomes a psychological trap that prevents rational selling. How online retailers use drip pricing and vanishing anchors to extract more money from you at checkout. Why first impressions are not just influential but structural, and how they anchor every subsequent social judgment. How performance reviews are systematically distorted by previous ratings and the order in which employees are evaluated. Why judges and juries are influenced by random demands and recommendations even when they know these numbers are irrelevant. How your own past salary, past weight, and past performance become anchors that hold you back from progress.
This book does not simply describe the problem. It provides solutions. You will learn the Red Flag Method, a four question diagnostic tool for recognizing when you have been anchored. You will master reanchoring techniques including counter anchors, considering the opposite, base rate restoration, physical separation, and strategic pre commitment. You will discover how to set your own anchors in negotiations and written proposals. You will learn how to teach others to see the first number, creating a culture of resistance in your team, your family, and your organization.
Unlike academic texts that bury insights in jargon or pop psychology books that offer inspiration without substance, Anchoring Bias delivers structured, actionable knowledge. Each of the nineteen chapters isolates one specific aspect of the bias, provides real world examples across multiple domains, and concludes with practical countermeasures. The book is designed to be read sequentially or as a standalone reference. You can open to Chapter 6 on salary negotiation, read for fifteen minutes, and walk into your next negotiation with a completely different strategy.
This book is for professionals who negotiate contracts, salaries, and deals. For investors who want to avoid the disposition effect of holding losing positions. For shoppers who want to see through retail pricing strategies. For managers who want to conduct fair performance reviews. For lawyers and judges who want to understand how demands and recommendations influence verdicts. For anyone who has ever wondered why they overpaid, undersold, or made a decision that felt right at the time but looked wrong in retrospect.
“Sinopsis” puede pertenecer a otra edición de este título.
PBShop.store US
Wood Dale, IL, Estados Unidos de America
Vendedor de IberLibro desde 7 de abril de 2005
Tarifas de envío en Estados Unidos de America
| Artículo | De 7 a 14 días hábiles | De 7 a 14 días hábiles |
|---|---|---|
| Primer artículo | EUR 0,00 | EUR 0,00 |
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We first started out as “The Paperback Exchange,” a chain of physical bookstores where we would part exchange your beloved books for new stories to transport you to faraway places. However, as shopping started to evolve to online shops and marketplaces, we bid our stores goodbye to become “PBShop.” This transition has only allowed us to blossom as we now ship thousands of titles to book lovers across the globe. We pride ourselves in being a community of local book lovers which allows our passion and devotion to shine in everything we do. In 2020 we not only celebrated our 20th birthday but our 1st birthday as being completely employee owned after becoming an E.O.T in September 2019. We are proud to be different and embrace standing apart on a book mountain by working from a virtual inventory which allows us to provide thousands of books that may be difficult to get for your bookshelf or your studies. Working with a number of different suppliers allows us to explore other avenues such as puzzles, sheet music and even stationery so we really do have something for everyone. Life is about being versatile in all realms of existence. If this is your first visit or you are a returning customer, we would like to welcome you to the PBShop family, for there is no friend as loyal as a book. We are a company who put our customers at the centre of everything we do as we understand the importance of reading because once you learn to read, you will forever be free. There are a whole lot of things in this world of ours that we are yet to explore, which is why we will forever inspire curious minds.…
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