December 2005
Beginner
168 pages
4h 18m
English
Content preview from Harvard Business Essentials, Decision Making
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Glossary
ADVOCACY APPROACH In decision making, a mode of behavior in
which individuals argue in favor of their positions without considering
the needs of other departments or the company as a whole. Advocates
typically support their positions with favorable data and assumptions
while omitting contrary data.
ANALOGY An inference that if two or more things in a new situation
match what we experienced in the past, they will probably match in
other respects.
ANCHORING A negotiation tactic that attempts to establish an initial
position around which negotiations will take place. In the right circum-
stances, the first person to put a price on the table estab ...
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