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Главная   Статьи   Некоторые из эвристик и предубеждений, часть 2

Некоторые из эвристик и предубеждений, часть 2


Центральные черты формируют образ:

Приятный,  целеустремленный, интеллигентный, полный решимости;

Холодный, целеустремленный, интеллигентный, полный решимости.

Центральные черты, такие как "приятный" или "холодный", существенно влияют на воспринимаемый образ человека, несмотря на то, что в этих двух примерах, все остальные качества одинаковы.

Эффект ореола.

Физически привлекательные люди выглядят более счастливыми, имеющими более желанные черты характера.  

  • генерализация от одного качества к множеству других качеств.

Проекция (эффект ошибочного взаимопонимания и согласия):

  • предположение, что другой человек похож на вас в интерпретировании ситуации и в ответе на нее.

Фундаментальная ошибка атрибуции.

  • когда человек поскользнулся на банановой кожуре и упал, обозреватель думает, что человек упал из-за собственных внутренних качеств (неуклюжий). На самом деле, причиной вполне могли быть внешние факторы. Упасть на кожуре может любой. Банан являеся сторонним фактором.

Фрейминг - это индивидуальная интерпретация определенной ситуации. Например, в процессе переговоров, или же при тендере.

В переговорах, фрейминг влияет на определение цели переговоров; ожидание определенных результатов; информацию, используемую для аргументации; критерии оценки результатов.

Интересным последствием фрейминга являются фреймы "выигрыша" и "проигрыша". Выигравшая сторона склонна к безопасному курсу действий, а проигравшая сторона склонна к риску для того, чтобы наверстать упущенное.

Использование эмоций в переговорах:

  • необходимо менять тактики переговоров в соответствие с эмоциональным состоянием другой стороны;
  • при проведении партнерских переговоров и установлении долгосрочного сотрудничества, важен позитивный эмоциональный тон переговоров;
  • беспокойство и разочарование ходом переговоров приводят к понижению требований у сторон.

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