Contents
Chapter 1 Introduction to Managerial Decision Making
System 1 and System 2 Thinking
The Bounds of Human Attention and Rationality
Introduction to Judgmental Heuristics
Let's Hear it for Well-Calibrated Decision Making
Biases Emanating from the Availability Heuristic
Biases Emanating from the Representativeness Heuristic
Biases Emanating from the Confirmation Heuristic
Focalism and the Focusing Illusion
Bounded Awareness in Strategic Settings
Chapter 5 Framing and the Reversal of Preferences
Framing and the Irrationality of the Sum of Our Choices
We Like Certainty, Even Pseudocertainty
Framing and The Overselling of Insurance
The Value We Place on What We Own
Joint-versus-Separate Preference Reversals
Chapter 6 Motivational and Emotional Influences on Decision Making
When Emotion and Cognition Collide
Emotional Influences on Decision Making
Chapter 7 The Escalation of Commitment
The Unilateral Escalation Paradigm
The Competitive Escalation Paradigm
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