BU288 Study Guide - Final Guide: Best Alternative To A Negotiated Agreement, Confirmation Bias, Group Polarization
Document Summary
Decision making: process of developing a commitment to some course of action. Overconfidence: confirmation bias (seek out info supporting predetermined bias and filtering out all other hints that oppose idea) Escalation of commitment: finding evidence that supports thesis and ignoring everything else; self-justification effect. Framing effects: viewing something in positive or negative light depending on how problem is presented. Group polarization: risky shift phenomenon (everyone thinks the same thing, get together and everyone agrees, so it gets extreme), confirmation bias. Information pooling: using information that"s broadly held vs. information that"s not commonly used. Negotiation: decision-making process between parties with different goals. Target points: what one would like to achieve; resistance points: lowest outcome acceptable. Aspiration range: what you hope to achieve in negotiation. Settlement range: area in between 2 parties" resistance points. Distributive: your gain is my loss; fixed amount of resources; win/lose: using threats/promises, firmness, persuasion.
