referansebias

Referansebias, also known as reference bias or anchoring bias, is a cognitive bias where an individual relies too heavily on an initial piece of information offered (the "anchor") when making decisions. This anchor then influences subsequent judgments. Once an anchor is set, other judgments are made by adjusting away from that anchor, and there is a bias toward interpreting other information around the anchor. The anchor might be numerical, such as a price or a quantity, or it could be a descriptive piece of information.

For example, if a car salesperson initially offers a high price for a used car, that high price can become the anchor. Even if the salesperson then negotiates down, the final price may still be higher than if a lower initial price had been presented. Similarly, in salary negotiations, the first salary mentioned often sets the benchmark for the rest of the discussion. This bias is pervasive and affects various domains, including financial decisions, legal judgments, and everyday choices. Understanding referansebias is crucial for making more objective and informed decisions by consciously considering the initial anchor and actively seeking other relevant information.