Implications for Managers

  • Behavior follows perception, so to influence behavior at work, assess how people perceive their work. Often behaviors we find puzzling can be ­explained by understanding the initiating perceptions.

  • Make better decisions by recognizing perceptual biases and decision-­making errors we tend to commit. Learning about these problems doesn’t always prevent us from making mistakes, but it does help.

  • Adjust your decision-making approach to the national culture you’re operating in and to the criteria your organization values. If you’re in a country that doesn’t value rationality, don’t feel compelled to follow the decision-making model or to try to make your decisions appear rational. Adjust your decision approach to ensure compatibility ...

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