6. Anchoring

Related Reading

Activities are based on Chapter 6, “Anchoring,” in Healing with Language.

Video Introduction to Anchoring

See Anchoring for a quick visual overview of the origin and process of anchoring.

Stimulus-Response Conditioning

Ivan Pavlov and B. F. Skinner are the two names most often associated with stimulus-response conditioning. Pavlov demonstrated the power of association, and Skinner demonstrated that association can shape behavior in certain, predictable ways.

The Ethics of Anchoring

One of the principal complaints about NLP is that it is manipulative, and anchoring is often cited as one of the ways NLP is manipulative. Anchoring, however, is everywhere. Every TV commercial uses a variety of auditory and visual anchors. Politicians often display a national flag prominently when they give major speeches. Because it is impossible to avoid anchoring (and being anchored), it is best to understand the concept thoroughly.

Discussion Questions

1. Anchors may be set, triggered, collapsed (or integrated), amplified (or diminished), and chained. Describe possible uses for each application of anchoring, regardless of whether the anchor is visual, auditory, or kinesthetic.
2. What (exactly) causes some people to think that anchoring is unethical? Is it possible to avoid anchoring completely? How do you know when you (and others) are anchoring in an ethical way?

3. Watch several TV commercials and report on the various ways anchors are used to encourage you to purchase products and services.