How do I use "anchoring" to make persuasive arguments?

Imagine you're in a job interview. You're doing well, but they haven't asked you about your expected salary. The job advertisement said the salary range is $60,000 to $80,000 per year. You want something near the top end of that range.

However, you really need this job and want to avoid putting them off by asking for too much.

What do you say when the question is asked?

There is a technique that will increase the likelihood of getting you the salary you want without offending, and it is called "anchoring." It can be a very useful tool for persuading people of your argument.

Anchoring is one way your brain is hard-wired to take shortcuts by focusing more on the first piece of information we get.

This helps us navigate complex ideas really efficiently. However, this also means we're likely to make irrational choices based on the first bit of information our brain encounters.

It's one of many cognitive biases our brains are capable of.

For example, if you're shopping and you see a shirt marked down from $100 to $50, that $100 anchors us to that number, so the $50 doesn't seem so unreasonable. You're more likely to buy the shirt.

Anchoring doesn't only apply to numbers, though. You can also use it as a tool of persuasion in arguments.

Set an emotional anchor by telling them a story that taps into their feelings, and everything you tell them afterwards will be seen through the story you told them before.

If you wanted to convince a group of people that an old school building should be preserved, you might tell stories of local people positively impacted by that school.

Anchoring tips for success:

• Try to trigger strong and specific feelings (e.g., empathy or urgency).

• If persuading for an abstract idea, try to link to something familiar from everyday life.

• Connect your ideas to widely held beliefs.

When you want to persuade someone to agree to something you want, you can anchor by going big! This is sometimes known as the "door in the face" technique.

If you want to convince your roommate to help out and do 30 minutes of house cleaning on a Sunday, ask them to do an hour as your first request. Your second request will look more reasonable, as you're seen to be willing to compromise.

Anchoring tips for success:

• Minimize the time between the first proposal and the second one.

• Don't be too extreme in your first request/proposal, as this could lead to a loss of credibility.

• Do it in person as opposed to through technology.

When using anchoring to persuade, it's a good idea to set the yardstick first, so you define the boundaries for the conversation.

If you were about to have a conversation with a partner, you might say at the beginning that no personal insults will be used, and each person will be allowed to finish their points. You'll have influenced what will be reasonable or unreasonable grounds for your discussion.

Anchoring tips for success:

• Be the first to set the rule or standard.

• Before starting, decide what you are willing to accept or when to walk away.

• Ensure boundaries are correct for the intended audience (e.g., "Before we start, let's agree to no name-calling").

Now that you've learnt some anchoring techniques, let's come back to our scenario from the beginning and see if you can get that higher-end salary.

The job advertisement said the salary range is $60,000 to $80,000 per year. You want something near the top end of that range. Which anchoring technique is most likely going to achieve your goal?

Anchoring is a powerful technique that you can use in both your private and work life.

The following points will help you deepen your anchoring skills: