Availability theory Judges the probability of events by how quickly and easily

Availability theory judges the probability of events

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Availability theory - Judges the probability of events by how quickly and easily examples can come to mind - Can lead us to make drastcally wrong decisions - Some events are easier to recall than others not because they are common but because they stand out in our minds Defend or atack schooling - Schools and universites have ofen conditoned most of us to develop negatve thinking habits that are designed to merely defend partcular arguments against alteraton - Good at comparing what we see with what we were taught and merely identfying and critquing the diferences Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Stereotyping - Atach absolute value labels to points of view or people - Cause negotators to prejudge a person or problem before any informaton is provided causing them to close of atenton to what was said Creatvity - Adoptng a creatve mind during negotatons in no way implies that every idea is exceptonal - Means that the negotator remains open to any positve aspects that may be present in an idea Interpretng facts and bar graphs - If something is presented in a graphic format it ofen leaves the impression that it is accurate and makes it very difcult for negotators to respond to in an objectve way Entrapment in the past - Many negotators become so entrapped in the past and present that they are unable to visualise how their responses during a negotaton will afect their future relatonship - Projectve negotators look beyond present problems, always trying to visualize how a beter future for al parted could be created Implicatons for Framing in Real Negotatons - In order to respond to the problems associated with interpretng, communicatng and framing data negotators should - Try to communicate objectves during negotatons in terms of gains and not in terms of losses - Ask opponents to put themselves in your shoes - Use questons to negotate for an agreement on objectves - Not react too quickly to indicatons of negatve framing by your opponents - A sense of looming loss could lead negotators to forget the objectves of negotaton itself The strategic value of tme and tming - Dealing with tme and tming are some of the most crucial strategic decisions that negotators have to make - The tming of opening, closing and the manoeuvring for movement should be considered within some parameters Planning Time - Strategic preparaton and planning has to do with a future - Following conditons seem to help in improving results, intelligence and expertse of predictors - Previous practce - Working in a team - Being open-minded - Being trained - Having patence Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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The Price of Time - Almost every business and transacton is tme-bound - Especially dangerous for companies with perishable goods and low proft margins Culture and Time - There are notceable diferences in how various cultures view tme - Time ofen becomes a common source of confict in social and formal situatons - The Red Queen Hypothesis
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