{"id":1154,"date":"2022-11-01T18:37:17","date_gmt":"2022-11-01T18:37:17","guid":{"rendered":"https:\/\/www.negotiationandhumanities.com\/?p=1154"},"modified":"2023-06-08T19:00:32","modified_gmt":"2023-06-08T19:00:32","slug":"a","status":"publish","type":"post","link":"https:\/\/www.negotiationandhumanities.com\/?p=1154","title":{"rendered":"A"},"content":{"rendered":"<div class='flex_column av-cu497m-7b672c97b88fe539b63e2c9802522730 av_one_full  avia-builder-el-0  el_before_av_social_share  avia-builder-el-first  first flex_column_div '     id=\"bordo-destro\"  ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-l9yjxr2t-90dc456f1ea631eb9ae29153ac79e236\">\n.avia-image-container.av-l9yjxr2t-90dc456f1ea631eb9ae29153ac79e236 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-l9yjxr2t-90dc456f1ea631eb9ae29153ac79e236 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-l9yjxr2t-90dc456f1ea631eb9ae29153ac79e236 av-styling- avia-align-center  avia-builder-el-1  el_before_av_heading  avia-builder-el-first '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" class='wp-image-1062 avia-img-lazy-loading-not-1062 avia_image ' src=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/A.png\" alt='' title='A'  height=\"687\" width=\"1030\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/A.png 1030w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/A-300x200.png 300w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/A-768x512.png 768w, https:\/\/www.negotiationandhumanities.com\/wp-content\/uploads\/2022\/10\/A-705x470.png 705w\" sizes=\"(max-width: 1030px) 100vw, 1030px\" \/><\/div><\/div><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-b433oy-a8651eb44ba669deaf52da1eca0a77e5\">\n#top .av-special-heading.av-b433oy-a8651eb44ba669deaf52da1eca0a77e5{\npadding-bottom:0;\n}\nbody .av-special-heading.av-b433oy-a8651eb44ba669deaf52da1eca0a77e5 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-b433oy-a8651eb44ba669deaf52da1eca0a77e5 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-b433oy-a8651eb44ba669deaf52da1eca0a77e5 av-special-heading-h2 blockquote modern-quote  avia-builder-el-2  el_after_av_image  el_before_av_textblock '><h2 class='av-special-heading-tag'  itemprop=\"headline\"  >A come Anchoring effect<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-9p21fm-8edbe5d6121d3fd00d6e27a3a5c20449'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>Autore: Maria Deledda<\/em><\/p>\n<p><em><strong>A come Anchoring effect o effetto \u00e0ncora<\/strong><\/em>: l\u2019effetto \u00e0ncora e&#8217; una nota <em>cognitive bias<\/em> (distorsione cognitiva) che descrive la tendenza umana a fare pesantemente <strong>affidamento sul primo set di informazioni disponibili quando si tratta di prendere decisioni<\/strong>. Questo primo set di informazioni influenza in modo inconscio i nostri parametri di valutazione e quindi -in ultima analisi- le nostre decisioni.<\/p>\n<p>E\u2019 stato ben descritto nel noto libro <em>Pensieri lenti e veloci<\/em> (<em>Thinking fast and slow<\/em>) dove l&#8217;autore (Kahneman) aveva raccontato un esperimento curioso : a ognuno dei partecipanti era stato chiesto prima di tirare un numero alla roulette, e poi di rispondere alla domanda: quanti sono i paesi Africani. Ebbene, la maggior parte dei partecipanti all&#8217;esperimento aveva indicato un numero vicino a quello che aveva appena tirato alla roulette, e questo nonostante fosse a tutti fosse stato dato il tempo di pensarci e &#8220;ragionare&#8221; prima di rispondere alla domanda sul numero di paesi.<\/p>\n<p>Strano? <strong>Ci capita tutti i giorni.<\/strong><\/p>\n<p>Un collega mi raccontava che qualche tempo fa, all&#8217;inizio di una riunione per una \u00a0controversia relativa a una richiesta di risarcimento danno di valore <strong>non ancora determinato<\/strong>, una delle parti era arrivata in riunione e subito aveva scritto sulla lavagna una cifra: un milione e mezzo, dicendo che quella era la cifra alla quale il suo cliente era disposto a transare. Tutta la successiva discussione sul valore del risarcimento si era svolta &#8220;<em>a partire da<\/em>&#8221; quella cifra, con argomenti pro e contro di quella cifra; e questo nonostante, all&#8217;inizio della riunione, il valore della controversia fosse ancora indeterminato (quindi la cifra poteva anche essere stata buttata a caso&#8230;.). Semplicemente, i partecipanti alla riunione erano stati &#8220;\u00e0ncorati&#8221;.<\/p>\n<p><strong>L&#8217;effetto \u00e0ncora \u00e8 fondamentale nelle negoziazioni sul prezzo<\/strong>, soprattutto in quelle di valore indeterminato o nelle quali il prezzo \u00e8 un elemento preponderante. Pu\u00f2 quindi essere sfruttata come strategia a nostro favore, purch\u00e9 si conoscano bene pro e contra.<\/p>\n<p>Quali ?<\/p>\n<p>Ne parliamo meglio in questo post sulle tecniche di <a href=\"https:\/\/www.negotiationandhumanities.com\/?p=1582\"><b>negoziazione sul prezzo<\/b><\/a>.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-6w3kdu-1f239c9a10121eb3cb1f2060b1d4f380\">\n#top .hr.av-6w3kdu-1f239c9a10121eb3cb1f2060b1d4f380{\nmargin-top:0px;\nmargin-bottom:50px;\n}\n.hr.av-6w3kdu-1f239c9a10121eb3cb1f2060b1d4f380 .hr-inner{\nwidth:50px;\nborder-color:#a6002c;\n}\n<\/style>\n<div  class='hr av-6w3kdu-1f239c9a10121eb3cb1f2060b1d4f380 hr-custom  avia-builder-el-4  el_after_av_textblock  el_before_av_textblock  hr-left hr-icon-no'><span class='hr-inner inner-border-av-border-fat'><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" 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