Judgment in managerial decision making:
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Hoboken
Wiley
2009
|
| Edition: | 7. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | IX, 230 S. graph. Darst. |
| ISBN: | 9780470049457 0470049456 |
Staff View
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Record in the Search Index
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| adam_text | Contents
Chapter 1 Introduction to Managerial
Decision Making 1
The Anatomy of Decisions 1
System 1 and System 2 Thinking 3
The Bounds of Human Rationality 4
Introduction to Judgmental Heuristics 6
An Outline of Things to Come ]()
Chapter 2 Common Biases 13
Biases Emanating from the Availability Heuristic 18
Biases Emanating from the Representativeness Heuristic 21
Biases Emanating from the Confirmation Heuristic 28
Integration and Commentary 40
Chapter 3 Bounded Awareness 42
Inattentional Blindness 46
Change Blindness 47
Focalism and the Focusing Illusion 48
Bounded Awareness in Groups 50
Bounded Awareness in Strategic Settings 51
Bounded Awareness in Auctions 59
Discussion 61
Chapter 4 Framing and the Reversal of Preferences 62
Framing and the Irrationality of the Sum of Our Choices 65
We Like Certainty, Even Pseudocertainty 67
The Framing and the Overselling of Insurance 70
What s It Worth to You? 71
The Value We Place on What We Own 72
Mental Accounting 74
vii
viii • Contents
Do No Harm, the Omission Bias, and the Status Quo 76
Rebate/Bonus Framing 78
Joint Versus Separate Preference Reversals 79
Conclusion and Integration 82
Chapter 5 Motivational and Emotional Influences
on Decision Making 84
When Emotion and Cognition Collide 84
Positive Illusions 90
Self-Serving Reasoning 94
Emotional Influences on Decision Making 96
Summary 99
Chapter 6 The Escalation of Commitment 101
The Unilateral Escalation Paradigm 103
The Competitive Escalation Paradigm 105
Why Does Escalation Occur? 108
Integration 112
Chapter 7 Fairness and Ethics in Decision Making 113
Perceptions of Fairness 113
Bounded Ethicality 122
Conclusion 134
Chapter 8 Common Investment Mistakes 136
The Psychology of Poor Investment Decisions 138
Active Trading 145
Action Steps I47
Chapter 9 Making Rational Decisions in Negotiations 151
A Decision-Analytic Approach to Negotiations 152
Claiming Value in Negotiation 155
Creating Value in Negotiation 156
The Tools of Value Creation 161
Summary and Critique 166
Chapter 10 Negotiator Cognition 168
The Mythical Fixed Pie of Negotiation 168
The Framing of Negotiator Judgment 169
Escalation of Conflict I71
Contents • ix
Overestimating Your Value in Negotiation 172
Self-Serving Biases in Negotiation 174
Anchoring in Negotiations 176
Conclusions 178
Chapter 11 Improving Decision Making 179
Strategy 1: Use Decision-Analysis Tools 181
Strategy 2: Acquire Expertise 186
Strategy 3: Debias Your Judgment 189
Strategy 4: Reason Analogically 191
Strategy 5: Take an Outsider s View 193
Strategy 6: Understand Biases in Others 195
Conclusion 198
References 200
Index 223
|
| adam_txt |
Contents
Chapter 1 Introduction to Managerial
Decision Making 1
The Anatomy of Decisions 1
System 1 and System 2 Thinking 3
The Bounds of Human Rationality 4
Introduction to Judgmental Heuristics 6
An Outline of Things to Come ]()
Chapter 2 Common Biases 13
Biases Emanating from the Availability Heuristic 18
Biases Emanating from the Representativeness Heuristic 21
Biases Emanating from the Confirmation Heuristic 28
Integration and Commentary 40
Chapter 3 Bounded Awareness 42
Inattentional Blindness 46
Change Blindness 47
Focalism and the Focusing Illusion 48
Bounded Awareness in Groups 50
Bounded Awareness in Strategic Settings 51
Bounded Awareness in Auctions 59
Discussion 61
Chapter 4 Framing and the Reversal of Preferences 62
Framing and the Irrationality of the Sum of Our Choices 65
We Like Certainty, Even Pseudocertainty 67
The Framing and the Overselling of Insurance 70
What's It Worth to You? 71
The Value We Place on What We Own 72
Mental Accounting 74
vii
viii • Contents
Do No Harm, the Omission Bias, and the Status Quo 76
Rebate/Bonus Framing 78
Joint Versus Separate Preference Reversals 79
Conclusion and Integration 82
Chapter 5 Motivational and Emotional Influences
on Decision Making 84
When Emotion and Cognition Collide 84
Positive Illusions 90
Self-Serving Reasoning 94
Emotional Influences on Decision Making 96
Summary 99
Chapter 6 The Escalation of Commitment 101
The Unilateral Escalation Paradigm 103
The Competitive Escalation Paradigm 105
Why Does Escalation Occur? 108
Integration 112
Chapter 7 Fairness and Ethics in Decision Making 113
Perceptions of Fairness 113
Bounded Ethicality 122
Conclusion 134
Chapter 8 Common Investment Mistakes 136
The Psychology of Poor Investment Decisions 138
Active Trading 145
Action Steps I47
Chapter 9 Making Rational Decisions in Negotiations 151
A Decision-Analytic Approach to Negotiations 152
Claiming Value in Negotiation 155
Creating Value in Negotiation 156
The Tools of Value Creation 161
Summary and Critique 166
Chapter 10 Negotiator Cognition 168
The Mythical Fixed Pie of Negotiation 168
The Framing of Negotiator Judgment 169
Escalation of Conflict I71
Contents • ix
Overestimating Your Value in Negotiation 172
Self-Serving Biases in Negotiation 174
Anchoring in Negotiations 176
Conclusions 178
Chapter 11 Improving Decision Making 179
Strategy 1: Use Decision-Analysis Tools 181
Strategy 2: Acquire Expertise 186
Strategy 3: Debias Your Judgment 189
Strategy 4: Reason Analogically 191
Strategy 5: Take an Outsider's View 193
Strategy 6: Understand Biases in Others 195
Conclusion 198
References 200
Index 223 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Bazerman, Max H. Moore, Don A. |
| author_facet | Bazerman, Max H. Moore, Don A. |
| author_role | aut aut |
| author_sort | Bazerman, Max H. |
| author_variant | m h b mh mhb d a m da dam |
| building | Verbundindex |
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| dewey-full | 658.403 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.403 |
| dewey-search | 658.403 |
| dewey-sort | 3658.403 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Soziologie Wirtschaftswissenschaften |
| discipline_str_mv | Soziologie Wirtschaftswissenschaften |
| edition | 7. ed. |
| format | Book |
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| id | DE-604.BV021904626 |
| illustrated | Illustrated |
| index_date | 2024-07-02T16:04:52Z |
| indexdate | 2024-07-09T20:47:05Z |
| institution | BVB |
| isbn | 9780470049457 0470049456 |
| language | English |
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| physical | IX, 230 S. graph. Darst. |
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| spelling | Bazerman, Max H. Verfasser aut Judgment in managerial decision making Max H. Bazerman ; Don A. Moore 7. ed. Hoboken Wiley 2009 IX, 230 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Besluitvorming gtt Management gtt Oordeel gtt Decision making Unternehmen (DE-588)4061963-1 gnd rswk-swf Entscheidungsfindung (DE-588)4113446-1 gnd rswk-swf Entscheidungsprozess (DE-588)4121202-2 gnd rswk-swf Organisationsverhalten (DE-588)4285859-8 gnd rswk-swf Entscheidungsverhalten (DE-588)4113448-5 gnd rswk-swf Urteilen (DE-588)4078671-7 gnd rswk-swf Führungsentscheidung (DE-588)4390843-3 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Entscheidung (DE-588)4014904-3 gnd rswk-swf Management (DE-588)4037278-9 s Entscheidungsfindung (DE-588)4113446-1 s Organisationsverhalten (DE-588)4285859-8 s DE-604 Entscheidungsverhalten (DE-588)4113448-5 s Urteilen (DE-588)4078671-7 s DE-188 Führungsentscheidung (DE-588)4390843-3 s Entscheidungsprozess (DE-588)4121202-2 s 1\p DE-604 Entscheidung (DE-588)4014904-3 s Unternehmen (DE-588)4061963-1 s 2\p DE-604 Moore, Don A. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015119803&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Bazerman, Max H. Moore, Don A. Judgment in managerial decision making Besluitvorming gtt Management gtt Oordeel gtt Decision making Unternehmen (DE-588)4061963-1 gnd Entscheidungsfindung (DE-588)4113446-1 gnd Entscheidungsprozess (DE-588)4121202-2 gnd Organisationsverhalten (DE-588)4285859-8 gnd Entscheidungsverhalten (DE-588)4113448-5 gnd Urteilen (DE-588)4078671-7 gnd Führungsentscheidung (DE-588)4390843-3 gnd Management (DE-588)4037278-9 gnd Entscheidung (DE-588)4014904-3 gnd |
| subject_GND | (DE-588)4061963-1 (DE-588)4113446-1 (DE-588)4121202-2 (DE-588)4285859-8 (DE-588)4113448-5 (DE-588)4078671-7 (DE-588)4390843-3 (DE-588)4037278-9 (DE-588)4014904-3 |
| title | Judgment in managerial decision making |
| title_auth | Judgment in managerial decision making |
| title_exact_search | Judgment in managerial decision making |
| title_exact_search_txtP | Judgment in managerial decision making |
| title_full | Judgment in managerial decision making Max H. Bazerman ; Don A. Moore |
| title_fullStr | Judgment in managerial decision making Max H. Bazerman ; Don A. Moore |
| title_full_unstemmed | Judgment in managerial decision making Max H. Bazerman ; Don A. Moore |
| title_short | Judgment in managerial decision making |
| title_sort | judgment in managerial decision making |
| topic | Besluitvorming gtt Management gtt Oordeel gtt Decision making Unternehmen (DE-588)4061963-1 gnd Entscheidungsfindung (DE-588)4113446-1 gnd Entscheidungsprozess (DE-588)4121202-2 gnd Organisationsverhalten (DE-588)4285859-8 gnd Entscheidungsverhalten (DE-588)4113448-5 gnd Urteilen (DE-588)4078671-7 gnd Führungsentscheidung (DE-588)4390843-3 gnd Management (DE-588)4037278-9 gnd Entscheidung (DE-588)4014904-3 gnd |
| topic_facet | Besluitvorming Management Oordeel Decision making Unternehmen Entscheidungsfindung Entscheidungsprozess Organisationsverhalten Entscheidungsverhalten Urteilen Führungsentscheidung Entscheidung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015119803&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT bazermanmaxh judgmentinmanagerialdecisionmaking AT mooredona judgmentinmanagerialdecisionmaking |