{"id":319,"date":"2019-11-05T10:11:28","date_gmt":"2019-11-05T09:11:28","guid":{"rendered":"http:\/\/stanislasberton.com\/?p=319"},"modified":"2024-03-29T14:54:13","modified_gmt":"2024-03-29T13:54:13","slug":"de-leffet-dancrage","status":"publish","type":"post","link":"http:\/\/stanislasberton.com\/index.php\/2019\/11\/05\/de-leffet-dancrage\/","title":{"rendered":"De l&#8217;effet d&#8217;ancrage"},"content":{"rendered":"\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"790\" height=\"444\" src=\"http:\/\/stanislasberton.com\/wp-content\/uploads\/2021\/02\/libe.jpg\" alt=\"\" class=\"wp-image-1683\" srcset=\"http:\/\/stanislasberton.com\/wp-content\/uploads\/2021\/02\/libe.jpg 790w, http:\/\/stanislasberton.com\/wp-content\/uploads\/2021\/02\/libe-300x169.jpg 300w, http:\/\/stanislasberton.com\/wp-content\/uploads\/2021\/02\/libe-768x432.jpg 768w, http:\/\/stanislasberton.com\/wp-content\/uploads\/2021\/02\/libe-620x348.jpg 620w\" sizes=\"auto, (max-width: 790px) 100vw, 790px\" \/><\/figure>\n\n\n\n<p>En psychologie, l\u2019effet d\u2019ancrage (<em>anchoring)<\/em> d\u00e9signe un biais cognitif humain qui consiste \u00e0 <strong>privil\u00e9gier la premi\u00e8re information re\u00e7ue et \u00e0 l\u2019utiliser en tant que valeur de r\u00e9f\u00e9rence.<\/strong><\/p>\n\n\n\n<p>L\u2019effet d\u2019ancrage est une technique particuli\u00e8rement utilis\u00e9e en\nn\u00e9gociation ou en politique o\u00f9 elle se r\u00e9v\u00e8le particuli\u00e8rement utile car elle\npermet de poser les termes de la discussion et de faire en sorte qu\u2019il soit\ntr\u00e8s difficile psychologiquement pour l\u2019interlocuteur de s\u2019en \u00e9carter.<\/p>\n\n\n\n<p>Un exemple d\u2019ancrage\nconsiste \u00e0 demander \u00e0 des convives d\u2019un repas de choisir entre fromage et dessert.\nEn formulant les choses ainsi, vous avez \u00ab&nbsp;ancr\u00e9&nbsp;\u00bb le choix. &nbsp;Si suite \u00e0 cela, un convive venait \u00e0 demander s\u2019il\nserait possible d\u2019avoir fromage <em>et <\/em>dessert\net pourquoi pas en plus un petit caf\u00e9, il passerait aux yeux de l\u2019assembl\u00e9e &nbsp;pour quelqu\u2019un d\u2019exigeant, voire d\u2019impoli.<\/p>\n\n\n\n<p>De la m\u00eame\nmani\u00e8re, l\u2019effet d\u2019ancrage explique pourquoi pour obtenir une augmentation de\nsalaire significative, il est souvent pr\u00e9f\u00e9rable &nbsp;de changer d\u2019employeur, voire de m\u00e9tier plut\u00f4t\nque de rester dans la m\u00eame entreprise. M\u00eame si vous le m\u00e9ritez, il est plus\ndifficile pour votre ancien patron de vous payer 10&nbsp;000\u20ac de plus par an\ncar c\u2019est votre ancien salaire qui reste sa valeur de r\u00e9f\u00e9rence.<\/p>\n\n\n\n<p>De tous temps, l\u2019effet d\u2019ancrage a \u00e9t\u00e9 utilis\u00e9 en politique pour d\u00e9fendre une position ou affaiblir celle de l\u2019adversaire. Abraham Lincoln utilisa par exemple l\u2019abolition de l\u2019esclavage dans les Etats du Nord &nbsp;comme effet d\u2019ancrage dans ses n\u00e9gociations avec le sud esclavagiste comme le montre avec brio le film <a href=\"https:\/\/www.youtube.com\/watch?v=1qjtugr2618\">\u00ab&nbsp;Lincoln&nbsp;\u00bb<\/a> de Steven Spielberg.<\/p>\n\n\n\n<p>Aujourd\u2019hui,\naucun sujet n\u2019illustre mieux l\u2019utilisation de l\u2019effet d\u2019ancrage que celui du\ntraitement de l\u2019immigration. Le gouvernement fran\u00e7ais a par exemple annonc\u00e9\nr\u00e9cemment la mise en place de quotas sur l\u2019immigration de travail et un\ndurcissement des conditions d\u2019acc\u00e8s \u00e0 l\u2019AME. <\/p>\n\n\n\n<p>Ces\nd\u00e9cisions sont pr\u00e9sent\u00e9es par les commentateurs comme un \u00ab&nbsp;virage \u00e0 droite&nbsp;\u00bb\net des mesures dures.<\/p>\n\n\n\n<p>Redoutable\neffet d\u2019ancrage&nbsp;! <\/p>\n\n\n\n<p>Un v\u00e9ritable\nvirage \u00e0 droite consisterait en r\u00e9alit\u00e9 \u00e0 ne plus accueillir de r\u00e9fugi\u00e9s, \u00e0 expulser\nles clandestins, \u00e0 mettre un terme au regroupement familial, \u00e0 en finir avec le\ndroit du sol, \u00e0 d\u00e9choir de la nationalit\u00e9 fran\u00e7aise les criminels binationaux\net de proc\u00e9der \u00e0 une remigration massive des populations indument naturalis\u00e9es\ndepuis quarante ans. Mais gr\u00e2ce \u00e0 l\u2019effet d\u2019ancrage, des mesurettes \u00e0 la port\u00e9e\nlimit\u00e9e peuvent \u00eatre pr\u00e9sent\u00e9es comme une politique de grande fermet\u00e9. <\/p>\n\n\n\n<p>Le deuxi\u00e8me bonus de l\u2019effet de l\u2019ancrage est justement <strong>de pr\u00e9senter ceux qui osent sortir du cercle \u00e9troit des choix qu\u2019il a trac\u00e9 comme des extr\u00e9mistes ou des gens d\u00e9raisonnables. <\/strong><\/p>\n\n\n\n<p>M\u00eame si vous pouvez d\u00e9montrer par A + B que le march\u00e9 immobilier est sur\u00e9valu\u00e9 d\u2019environ 70%, vous aurez bien du mal \u00e0 faire admettre au vendeur que le bien qu\u2019il esp\u00e9rait vous vendre 100&nbsp;000\u20ac ne vaut en r\u00e9alit\u00e9 que 30&nbsp;000\u20ac sans passer pour un idiot peu conscient de la r\u00e9alit\u00e9 du march\u00e9.<\/p>\n\n\n\n<p><strong>Comprendre la puissance de l\u2019effet d\u2019ancrage, c\u2019est comprendre l\u2019importance du contr\u00f4le des m\u00e9dias<\/strong> et plus g\u00e9n\u00e9ralement des sources d\u2019information par le pouvoir. En effet, dans nos soci\u00e9t\u00e9s contemporaines, ce sont les m\u00e9dias qui pour l\u2019essentiel d\u00e9finissent les termes de l\u2019ancrage.\u00a0 Par le registre lexical, le choix des th\u00e9matiques, des donn\u00e9es ainsi que celui des intervenants, ces derniers ancrent dans l\u2019esprit du public les valeurs de r\u00e9f\u00e9rence. <\/p>\n\n\n\n<p><strong>Celui qui contr\u00f4le les m\u00e9dias contr\u00f4le en r\u00e9alit\u00e9 ce qui est consid\u00e9r\u00e9 &nbsp;par une soci\u00e9t\u00e9 comme la norme raisonnable.<\/strong> Sur le plan politique, il est notamment amusant de constater par exemple que des th\u00e8mes ou des id\u00e9es consid\u00e9r\u00e9s comme appartenant \u00e0 l\u2019ultra-droite en France sont consid\u00e9r\u00e9s comme de centre-droit dans des pays comme la Russie, la Hongrie ou la Pologne. A chaque pays, son ancrage. <\/p>\n\n\n\n<p>\u00c9viter les pi\u00e8ges tendus par l\u2019ancrage demande une discipline mentale de fer.<\/p>\n\n\n\n<p>Pour un n\u00e9gociateur, il faut d\u00e8s le d\u00e9but &nbsp;recadrer le d\u00e9bat en accusant au passage &nbsp;l\u2019interlocuteur de nous prendre pour un imb\u00e9cile ou de nous manquer de respect. &nbsp;Une fois l&#8217;ancrage \u00e9tabli, sortir du cercle trac\u00e9 par celui-ci suppose une force de caract\u00e8re et une indiff\u00e9rence au fait d\u2019\u00eatre trait\u00e9 d\u2019extr\u00e9miste, d\u2019id\u00e9aliste ou de dur en affaires. Sur le plan social et m\u00e9diatique, le meilleur antidote reste encore de s\u2019exposer le moins possible aux termes de l\u2019ancrage pour ne pas l\u2019int\u00e9rioriser et au contraire aller chercher ce qu\u2019on appelle les biais de confirmation pour se pr\u00e9munir mentalement. <\/p>\n\n\n\n<p>Face \u00e0 l\u2019effet d\u2019ancrage, comme le capitaine pris dans la temp\u00eate, &nbsp;il ne faut surtout pas chercher \u00e0 jeter l\u2019ancre mais plut\u00f4t chercher \u00e0 son garder son cap et continuer \u00e0 suivre son \u00e9toile.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>En psychologie, l\u2019effet d\u2019ancrage (anchoring) d\u00e9signe un biais cognitif humain qui consiste \u00e0 privil\u00e9gier la premi\u00e8re information re\u00e7ue et \u00e0 l\u2019utiliser en tant que valeur de r\u00e9f\u00e9rence. L\u2019effet d\u2019ancrage est une technique particuli\u00e8rement utilis\u00e9e en n\u00e9gociation ou en politique o\u00f9 elle se r\u00e9v\u00e8le particuli\u00e8rement utile car elle permet de poser les termes de la discussion [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[122,123,11],"class_list":["post-319","post","type-post","status-publish","format-standard","hentry","category-psychologie","tag-ancrage","tag-framing","tag-psychologie"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>De l&#039;effet d&#039;ancrage - Stanislas BERTON<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/stanislasberton.com\/index.php\/2019\/11\/05\/de-leffet-dancrage\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"De l&#039;effet d&#039;ancrage - Stanislas BERTON\" \/>\n<meta property=\"og:description\" content=\"En psychologie, l\u2019effet d\u2019ancrage (anchoring) d\u00e9signe un biais cognitif humain qui consiste \u00e0 privil\u00e9gier la premi\u00e8re information re\u00e7ue et \u00e0 l\u2019utiliser en tant que valeur de r\u00e9f\u00e9rence. L\u2019effet d\u2019ancrage est une technique particuli\u00e8rement utilis\u00e9e en n\u00e9gociation ou en politique o\u00f9 elle se r\u00e9v\u00e8le particuli\u00e8rement utile car elle permet de poser les termes de la discussion [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/stanislasberton.com\/index.php\/2019\/11\/05\/de-leffet-dancrage\/\" \/>\n<meta property=\"og:site_name\" content=\"Stanislas BERTON\" \/>\n<meta property=\"article:published_time\" content=\"2019-11-05T09:11:28+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-03-29T13:54:13+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/stanislasberton.com\/wp-content\/uploads\/2021\/02\/libe.jpg\" \/>\n<meta name=\"author\" content=\"sberton\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"sberton\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/\"},\"author\":{\"name\":\"sberton\",\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/#\\\/schema\\\/person\\\/35b8ff927e855a1e6c5cc1921d61e08c\"},\"headline\":\"De l&#8217;effet d&#8217;ancrage\",\"datePublished\":\"2019-11-05T09:11:28+00:00\",\"dateModified\":\"2024-03-29T13:54:13+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/\"},\"wordCount\":899,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/#\\\/schema\\\/person\\\/35b8ff927e855a1e6c5cc1921d61e08c\"},\"image\":{\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/stanislasberton.com\\\/wp-content\\\/uploads\\\/2021\\\/02\\\/libe.jpg\",\"keywords\":[\"ancrage\",\"framing\",\"psychologie\"],\"articleSection\":[\"Psychologie\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/\",\"url\":\"https:\\\/\\\/stanislasberton.com\\\/index.php\\\/2019\\\/11\\\/05\\\/de-leffet-dancrage\\\/\",\"name\":\"De l'effet d'ancrage - 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