Overcoming the inevitable anchoring effect: Considering the opposite compensates for selective accessibility

Anchoring effects-the assimilation of a numeric estimate to a previously considered standard-have proved to be remarkably robust. Results of two studies, however; demonstrate that anchoring can be reduced by applying a consider-the-opposite strategy. Based on the Selective Accessibility Model, which assumes that anchoring is mediated by the selectively increased accessibility of anchor-consistent knowledge, the authors hypothesized that increasing the accessibility of anchor-inconsistent knowledge mitigates the effect. Considering the opposite (i.e., generating reasons why an anchor is inappropriate) fulfills this objective and consequently proves to be a successful corrective strategy. In a real-world setting using experts as participants, Study I demonstrated that listing arguments that speak against a provided anchor value reduces the effect. Study 2 further revealed that the effects of anchoring and considering the opposite are additive.