Science 12 (2001): 391–96.
stay closer to the anchor : Epley and Gilovich, “The Anchoring-and-
Adjustment Heuristic.”
associative coherence : Thomas Mussweiler, “The Use of Category and
Exemplar Knowledge in the Solution of Anchoring Tasks,” Journal of
Personality and Social Psychology 78 (2000): 1038–52.
San Francisco Exploratorium : Karen E. Jacowitz and Daniel Kahneman,
“Measures of Anchoring in Estimation Tasks,” Person {pantion ality and
Social Psychology Bulletin 21 (1995): 1161–66.
substantially lower : Gregory B. Northcraft and Margaret A. Neale,
“Experts, Amateurs, and Real Estate: An Anchoring-and-Adjustment
Perspective on Property Pricing Decisions,” Organizational Behavior and
Human Decision Processes 39 (1987): 84–97. The high anchor was 12%
above the listed price, the low anchor was 12% below that price.
rolled a pair of dice : Birte Englich, Thomas Mussweiler, and Fritz Strack,
“Playing Dice with Criminal Sentences: The Influence of Irrelevant Anchors
on Experts’ Judicial Decision Making,” Personality and Social
Psychology Bulletin 32 (2006): 188–200.
NO LIMIT PER PERSON : Brian Wansink, Robert J. Kent, and Stephen J. Hoch,
“An Anchoring and Adjustment Model of Purchase Quantity Decisions,”
Journal of Marketing Research 35 (1998): 71–81.
resist the anchoring effect : Adam D. Galinsky and Thomas Mussweiler,
“First Offers as Anchors: The Role of Perspective-Taking and Negotiator
Focus,” Journal of Personality and Social Psychology 81 (2001): 657–
69.
otherwise be much smaller : Greg Pogarsky and Linda Babcock,
“Damage Caps, Motivated Anchoring, and Bargaining Impasse,” Journal
of Legal Studies 30 (2001): 143–59.
amount of damages : For an experimental demonstration, see Chris
Guthrie, Jeffrey J. Rachlinski, and Andrew J. Wistrich, “Judging by
Heuristic-Cognitive Illusions in Judicial Decision Making,” Judicature 86
(2002): 44–50.

12: The Science of Availability

“the ease with which” : Amos Tversky and Daniel Kahneman, “Availability: A
Heuristic for Judging Frequency and Probability,” Cognitive Psychology 5
(1973): 207–32.
self-assessed contributions : Michael Ross and Fiore Sicoly, “Egocentric
Biases in Availability and Attribution,” Journal of Personality and Social