Beware the Anchoring Bias

In my recent article for Pipeliner CRM I warn of the dangers of the anchoring bias.

Let me start with a technical definition (from sciencedaily.com). Anchoring Bias – the common human tendency to rely too heavily, or “anchor,” on one trait or piece of information when making decisions.

I would rephrase it this way: stop listening for just the facts; get to the motivation and not just the specifications.

You can read the entire article here.