Tip: On Refinement — Be Aware of Anchoring Bias
Sales people use Anchoring Bias … causing irrational buying decision During refinement, specifically during the ‘Divergent Thinking’ of the ‘Success Pattern’, people bring in their own points of view vis-vis what is currently being refined. What they bring could become an ‘Anchor’ wherein other participants’ contributions to the refinement are based off on that anchor. As a result, nothing ‘new’ comes off that ‘Divergent Thinking’. ‘Divergent Thinking’ is a brainstorming exercise wherein lots of divergent ideas from participants of various backgrounds are offered and gathered. To counter this, during the ‘Divergent Thinking’, participants should stop having conversations at all. These…
